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A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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

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

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

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

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

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

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

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

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

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

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

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

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

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

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

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

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

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

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

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

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

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

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

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

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

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.

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

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

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

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

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

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

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

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

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

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

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

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

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

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

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

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

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

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

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

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

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

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

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

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

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

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

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

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

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

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

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

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

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

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

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

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 lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

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.

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

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

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

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

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

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

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

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

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

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

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

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

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

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.

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.

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

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

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

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

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

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 sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

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

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