Regression Analysis

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

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

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.

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

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

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

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

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

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

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

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

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

“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.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

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

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

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

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

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

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

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

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

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

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

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

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

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

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

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

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

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

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

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.

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

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

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

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

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

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

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

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

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

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.

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

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

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

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

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

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

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

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

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

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

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

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

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

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

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

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

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

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

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

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

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

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

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

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

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

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

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

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.

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

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

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.