Psychographics

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

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

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

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

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

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

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

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

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

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

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

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

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

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

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

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

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

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.

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

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.

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

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

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

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

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

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

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

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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

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

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

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

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

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

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

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

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

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

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

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.

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

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

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

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

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

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

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

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

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

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

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

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

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

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

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

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

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

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

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

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

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

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

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

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

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

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

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

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

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

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

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

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

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

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

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

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

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

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

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

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

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