Sales Development

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.

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

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

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

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.

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

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

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

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

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

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

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

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

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.

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

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

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.

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

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

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

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.

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

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

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.

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

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.

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

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

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.

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

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

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

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

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

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

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

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

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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.

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

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

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.

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

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

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.

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

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

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

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.

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

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

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

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.

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

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

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

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

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

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

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

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

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

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

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