Sales Metrics

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

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

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

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

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

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

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

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

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

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

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.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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.

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

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

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

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

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

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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

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.

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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

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

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

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

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

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

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.

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

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

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

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

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

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

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

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

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

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

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

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

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.

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

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

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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

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

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.

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

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

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

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 talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

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

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

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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.

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

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