Responsive Design

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

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

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

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

"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.

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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

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

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

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

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

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

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

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

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

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

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

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.

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

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

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

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

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

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

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

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

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

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

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

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

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

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

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

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

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

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

“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.

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

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

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

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

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

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

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

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

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

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

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

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

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

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

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

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

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

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

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.

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

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

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

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

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

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

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

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

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

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.

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

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

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

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

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

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

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

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

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

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

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

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

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

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

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

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

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

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

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

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

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

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

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

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