Sales Partnerships

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

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

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

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

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

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

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

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

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

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

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

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

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 sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

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

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

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

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

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

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

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

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

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

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

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

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

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

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

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

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

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

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

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

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

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

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.

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

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

Smarketing is the process of aligning your sales and marketing teams. This integration focuses on shared goals to improve lead quality and drive revenue.

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

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

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

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

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

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

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

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

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

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

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

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

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

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

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

A sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

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

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

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

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

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

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

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

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 productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

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

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

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

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

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

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.