Sales Intelligence

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

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

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

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

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

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

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

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

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

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

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

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

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

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

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

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

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

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

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

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

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

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

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

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

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

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

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

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

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.

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

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

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

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

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

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

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

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

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

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

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

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.

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

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.

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

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.

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

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

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.

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

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

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

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.

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

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

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

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

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

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

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

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.

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

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

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

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

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

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

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

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

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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

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

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

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

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

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

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

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

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

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

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.

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

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

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

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

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

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

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

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

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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

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

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

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

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

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

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

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

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