Regression Testing

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

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

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

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

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

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

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

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

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

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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.

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

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

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

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

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

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

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

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

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

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

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

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

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

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

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

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

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

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

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

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

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

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

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

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

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

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

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

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

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

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

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

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

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

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

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

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

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

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

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.

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

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

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

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

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

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

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

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

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.

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

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

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

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

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

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

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

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

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

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

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

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

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

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

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

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

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

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

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

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.

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

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

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

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

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

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

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