Persona Map

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

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

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

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

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

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

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

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

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

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

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

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

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

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

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

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

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

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

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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

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

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

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

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.

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

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

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

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

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

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

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

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

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

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

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

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

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

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

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

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

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

Objection handling is the process of responding to a prospect's concerns or hesitations about a product or service to move a deal forward.

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.

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

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

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

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.

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

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

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.

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

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

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.

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

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

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.

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

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

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

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

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

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

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.