Sales Enablement

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 cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

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

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

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

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

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

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.

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

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

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

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

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

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

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

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

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

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

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

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

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

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

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

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

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

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

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

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

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

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

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

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

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

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

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

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

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

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

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

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 behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

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

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

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

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

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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

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

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

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

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

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

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

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

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

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

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

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

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

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

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.

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

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

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

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

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

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

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

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

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

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

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

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

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

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

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

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

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

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

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

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

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

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

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

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

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

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

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

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

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

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

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

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