Persona Map

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.