Prospecting

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

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

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

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

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

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

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

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

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

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

Video hosting is a service that allows users to upload, store, and share video content online, making it accessible for playback anywhere.

A sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.

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

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

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

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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

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.

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

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

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

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

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

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

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

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

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

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

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

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

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 sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

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

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

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

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

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

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.

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

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

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

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

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

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

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

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

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

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.

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

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

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

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

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

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

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

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

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

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

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

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

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.

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

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

"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.

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

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

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

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

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

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

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

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

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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

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

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

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.