Sales Metrics

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

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

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

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

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

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

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

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

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.

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

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

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

“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.

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

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

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

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

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

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

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

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

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

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

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

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

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.

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

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

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

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

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

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

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

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

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.

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

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

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

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.

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

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

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

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

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

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

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

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

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

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

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

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

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

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

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

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

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.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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.

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

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

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

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

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

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

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

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

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

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

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.

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

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

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

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

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

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

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

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

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

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

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

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

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