Point of Contact

Learn about B2B demand generation strategy, including key elements of demand generation, & crafting your demand generation plan.

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

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 vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

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

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

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

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

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

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

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

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

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

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

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

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.

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

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

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

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

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

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

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

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

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

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

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

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

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

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

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

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

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

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

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

Escalations are the process of moving a customer issue or sales opportunity to a more senior or specialized team member for resolution.

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

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

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

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

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

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

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

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.

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

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

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

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

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.

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.

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

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

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

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

Data privacy is an individual's right to control their personal information, including how it's collected, processed, stored, and shared.

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

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.

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.