Sales Methodology

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

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

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

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

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

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

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

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

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

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

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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

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

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

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

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

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

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.

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

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

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

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

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

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

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

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

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.

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

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

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

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

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

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

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

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

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

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

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

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

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

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

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

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

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

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

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

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.

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.

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

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

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

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

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

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

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

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

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

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

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

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

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

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

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

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.

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

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

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

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

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

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

"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.

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

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

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

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

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.

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

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

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

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

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

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

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

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

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.

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

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

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

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

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

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

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

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

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

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

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