Psychographics

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

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

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

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

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

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

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

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.

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

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

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

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

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

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

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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

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

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

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

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

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

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

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

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

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

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

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

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

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

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

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

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

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

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

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

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

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

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

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

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

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

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

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

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

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

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

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.

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

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

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

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

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

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

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

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

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

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

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

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

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

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

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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.

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

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

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

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

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

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

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

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

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