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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.

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

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

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

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

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

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

Learn about vertical market, including identifying your vertical market, advantages of targeting vertical markets, & vertical vs. horizontal markets.

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

Learn about video hosting, including benefits of video hosting, choosing the right video hosting platform, & video hosting vs. traditional web hosting.

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

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

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

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

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

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

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.

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

Learn about sales operations, including key responsibilities in sales operations, & building an effective sales operations strategy.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

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

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

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

Learn about sales demo, including preparing a winning sales demo, characteristics of successful sales demos, & sales demo versus product demo.

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

Learn about supply chain management, including effective strategies for supply chain management, & components of an efficient supply chain.

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

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

Learn about website visitor tracking, including benefits of website visitor tracking, key metrics to monitor, & implementing visitor tracking ethically.

Learn about value gap, including identifying the value gap, closing the value gap effectively, & value gap vs. price gap.

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

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

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

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

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

Learn about sender policy framework, including understanding SPF records, implementing SPF for email security, SPF vs. DKIM and DMARC, & benefits of using SPF.

Learn about stress testing, including understanding stress testing methods, benefits of stress testing, & stress testing vs. load testing.

Learn about X-sell, including benefits of X-selling, strategies for successful X-selling, & X-sell vs. up-sell: understanding the difference.

Learn about trigger marketing, including implementing trigger marketing strategies, benefits of trigger marketing, trigger marketing vs. traditional marketing.

Learn about scrum, including advantages of scrum, implementing scrum in sales, scrum roles explained, & common scrum mistakes.

Learn about workflow automation, including benefits of workflow automation, implementing workflow automation, & common workflow automation tools.

Learn about targeted marketing, including benefits of targeted marketing, key strategies for effective targeting, & targeted marketing vs. mass marketing.

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

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

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.

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

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

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

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

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

Learn about serviceable available market, including calculating your serviceable available market, & key factors influencing serviceable available market.

Learn about sales demonstration, including preparing for a successful sales demo, crafting an engaging sales pitch, sales demo vs. sales presentation.

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

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

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

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

Learn about sales director, including roles and responsibilities of a sales director, & key skills for a successful sales director.

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

Learn about SAM, including serviceable available market explained, SAM and market segmentation, & importance of SAM in business planning.

Learn about sales script, including crafting an effective sales script, essentials for a winning sales script, sales script vs. spontaneous pitch.

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

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

Learn about smarketing, including the pillars of smarketing success, implementing smarketing in your organization, smarketing vs traditional sales and mark.

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

Learn about sales cycle, including key phases of a sales cycle, steps to shorten your sales cycle, & sales cycle vs. sales funnel.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

Learn about sales forecast, including key elements of sales forecasting, methods for accurate sales projections, sales forecasting vs. sales goals.

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

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

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

Learn about sales prospecting software, including benefits of sales prospecting software, & choosing the right sales prospecting tool.

Learn about sales kickoff, including planning a successful sales kickoff, key elements of a sales kickoff, & sales kickoff vs. regular sales meetings.

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

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

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

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

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

Learn about trademarks, including how to secure a trademark, trademark examples and best practices, & trademarks vs. copyrights vs. patents.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

Learn about user interaction, including enhancing user interaction strategies, principles of effective user engagement, & user interaction vs. user experience.

Learn about single page applications, including benefits of single page applications, key features of SPAs, how to build SPAs, & common mistakes in SPAs.

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

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

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

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

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

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

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

Learn about subscription models, including how subscription models work, advantages of subscription models, & implementing subscription pricing.

Learn about warm outbound, including understanding warm outbound, benefits of warm outbound strategies, & implementing warm outbound in your sales process.

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

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.