Regression Analysis

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

Escalations are the process of moving a customer issue or sales opportunity to a more senior or specialized team member for resolution.

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

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

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

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

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

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

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

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

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 sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

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

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

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

A weighted sales pipeline forecasts revenue by assigning a closing probability to each deal, giving a more accurate picture of potential income.

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

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

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

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

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

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

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

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

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

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

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

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

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

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

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

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

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

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

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

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

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

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

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

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

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

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

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

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

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.

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

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

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

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

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

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.

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

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

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

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

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

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

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

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

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

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

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

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

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.

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

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

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

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

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

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

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

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

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

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.

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

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

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

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

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