Pipeline Coverage

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

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

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.

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

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

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

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

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.

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

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

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

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

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

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

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.

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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

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

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

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

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

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

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

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

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

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

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

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

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

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

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

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

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.

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

"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.

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

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

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

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.

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.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

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.

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

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

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

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

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

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

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

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

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

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

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

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

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

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

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

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

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

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

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

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

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

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

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

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

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

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

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

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

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

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

“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.

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

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

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

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

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

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

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.

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

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

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