Sales Acceleration

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

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

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

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

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

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

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

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

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

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

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

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.

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

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

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

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

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.

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

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

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

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

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

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.

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

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

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

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

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.

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

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

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

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

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

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

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

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

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

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

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

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

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

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

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

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

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

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

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

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

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

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

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

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

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

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

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

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

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

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.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

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

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

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

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

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

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

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