Sales Acceleration

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

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

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

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

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

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

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

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

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

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

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

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

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

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

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

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

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

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

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

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

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

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

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.

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

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

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

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

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

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

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

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

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

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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 mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

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

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

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.

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

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

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

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

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

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

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

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

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

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

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

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

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

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.

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

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

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

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

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.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

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

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

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

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

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

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

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

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

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.

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

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

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

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

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

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

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

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.

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

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

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.

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

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

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

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

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

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

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

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

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

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

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