Sales Process

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

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

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

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.

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

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

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

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

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

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

Software as a Service (SaaS) is a cloud-based model where users subscribe to an application and access it over the internet.

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

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

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

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

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

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

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

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

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

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.

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

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

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

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

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

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

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

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

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.

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

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

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

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

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.

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

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

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

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

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

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.

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

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

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

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

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

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

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

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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.

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

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

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

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

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

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

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

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

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

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

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

A weighted sales pipeline forecasts revenue by assigning a closing probability to each deal, giving a more accurate picture of potential income.

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

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

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

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

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

A Sales Qualified Lead (SQL) is a prospect vetted by marketing and sales, deemed ready for a direct sales pitch after showing intent to buy.

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

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

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

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

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

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

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

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

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

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

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.