Sales Automation

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

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

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

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

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

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

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

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

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

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

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

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

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.

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

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

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

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

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

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

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

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

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

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

“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.

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

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

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

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.

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

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

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

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

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

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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

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

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

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

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

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.

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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

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

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

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

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

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.

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

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

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

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

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

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

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

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

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

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

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

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.

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

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

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

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

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

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

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

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

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

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

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

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

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

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

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.

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

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

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

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

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

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

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

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

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

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

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

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

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.

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

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

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