Sales Development

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

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

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

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.

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

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

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

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

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

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

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

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

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

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

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

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

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

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

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

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

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

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

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.

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.

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

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

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

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

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

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

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

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.

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

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

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

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

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

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

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

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

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

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

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

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

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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.

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

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

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

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

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

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

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

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

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

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

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

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

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

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

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

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

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

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.

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

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

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.

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

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

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

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

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

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

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

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.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

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

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

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

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