Predictive Analytics

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

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

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

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

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

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

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

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

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

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

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.

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

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

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

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

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

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

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

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

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.

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

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

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

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

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

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

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

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

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

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

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

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

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

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

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.

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 marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

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

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

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

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

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

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

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

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

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

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.

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

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

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

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

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

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

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.

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

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

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

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

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

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

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

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

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

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

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

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

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

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

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

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

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

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

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

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.

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

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 Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.