Quality Assurance

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

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

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

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

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

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

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

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

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

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 persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

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

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

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

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

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

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

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

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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.

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

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

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.

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

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

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

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

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

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

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

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

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.

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

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

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

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

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

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

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

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

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

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

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

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

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

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

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

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

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

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

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

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

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

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

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

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

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

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.

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

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

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

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

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

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.

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

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

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

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

A Sales Qualified Lead (SQL) is a prospect vetted by marketing and sales, deemed ready for a direct sales pitch after showing intent to buy.

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

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

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

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

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

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

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

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

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

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

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

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

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

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.

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

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