Sales Operations Analytics

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

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

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

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

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

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

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

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

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

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

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

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

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

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

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.

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

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

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

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

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

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

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

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

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

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

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

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

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

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

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

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

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

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

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

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

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

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

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.

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

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

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

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

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

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

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

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

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

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

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.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

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

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

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

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

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

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

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

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

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

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.

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

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

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

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

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

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

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

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