Sales Operations Analytics

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

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

"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.

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

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

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

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

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

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

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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.

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

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

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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

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

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

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

“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.

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

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

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.

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

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

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

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

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

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

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

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

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

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

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

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

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

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

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

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

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

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

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

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

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

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

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.

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

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

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

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

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

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

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

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.

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

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

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

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.

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

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

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

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

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

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

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

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

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

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

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

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

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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

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

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.

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

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

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

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

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

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

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

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

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

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