Prospecting

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

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

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

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

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

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

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

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

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

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

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

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

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

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

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

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

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

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

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

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list of high-value accounts.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

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

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

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

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

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

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

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

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

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

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

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.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

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

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.

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

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

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

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

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

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

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

A weighted sales pipeline forecasts revenue by assigning a closing probability to each deal, giving a more accurate picture of potential income.

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

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

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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

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

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.

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

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

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

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

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

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

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

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

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

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

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

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

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

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

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

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.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

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

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

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

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

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.