Responsive Design

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

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

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

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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

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

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

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

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

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

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

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

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

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

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

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

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

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.

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

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

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

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

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.

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

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

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

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

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

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

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

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

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

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

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

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

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.

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

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

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

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

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

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

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

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

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

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.

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

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

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

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

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

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

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

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

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

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

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

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

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

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

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

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

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

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

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

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

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

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

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

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

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

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

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

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

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

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

"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.

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

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

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

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

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

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

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

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

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

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

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

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

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

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

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