Predictive Analytics

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

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

A Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

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

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

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

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

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

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

"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.

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

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

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

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

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

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

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

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

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

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

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

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

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

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

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

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

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

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

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

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

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

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

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

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

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

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

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

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

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.

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

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

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

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

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

A persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

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

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

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

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

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

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.