Prospecting

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

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

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

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

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

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

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

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

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

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

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

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

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

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

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

A sales demonstration is a presentation showing a prospect how a product or service works and how it can solve their specific problems.

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

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.

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

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

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

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

Digital Rights Management (DRM) is technology that controls access to copyrighted digital content, restricting its use, modification, and distribution.

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

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

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

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

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

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

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.

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

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

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

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

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

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

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.

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

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

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

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

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

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

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

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

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

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

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

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

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

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

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

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

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

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

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

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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

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

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.

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

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

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

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.

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

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.

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

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

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

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

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

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

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

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

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

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

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.