Sales Enablement Technology

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

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

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

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

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

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

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

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

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

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

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

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

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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.

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

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

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

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

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

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

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.

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

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

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

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

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.

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

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

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

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

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

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

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

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

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

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

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

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

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

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.

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

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

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

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

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

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

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

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

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

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

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

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

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

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

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.

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

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

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

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

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

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.

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

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

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

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

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

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

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

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

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

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

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

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

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

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

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

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.

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

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

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

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

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

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

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

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

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

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

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.

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

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

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

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

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

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

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.