Sales Pipeline Velocity

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

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

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

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

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

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

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

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

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.

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

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

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

Yield management is a dynamic pricing strategy that adjusts prices based on demand to maximize revenue from a fixed, perishable inventory.

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

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

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

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

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

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

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

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

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

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

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

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

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

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

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

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

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

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.

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

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

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

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

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

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

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

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

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

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

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

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

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

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

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

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

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

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

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

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

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

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

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

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

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

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

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

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

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

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