Sales Enablement Technology

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

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

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

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

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

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

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

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

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

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

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

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

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

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

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

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

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

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

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

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

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

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

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

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

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.

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

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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.

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

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

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

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

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

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

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

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

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

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

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

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

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

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

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

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

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

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

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

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

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

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

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

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

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

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.

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

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

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

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

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

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

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

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

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

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

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

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

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

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

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

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

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.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

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

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

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

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

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