Psychographics

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

“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.

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

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

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

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

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

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

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.

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.

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

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

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

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

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

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

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

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

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

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

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

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

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

XML (Extensible Markup Language) is a markup language for encoding documents in a format that is both human-readable and machine-readable.

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

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

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

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

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

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

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

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

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

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

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

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

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

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.

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

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

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

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

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

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

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

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

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

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

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

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

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

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

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.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

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

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

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

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

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

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

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

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

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

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

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

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.

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

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

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

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

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

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 Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

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

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

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

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

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

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.