Scrum

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

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

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

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

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

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

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

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

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

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

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

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

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

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

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.

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

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

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

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

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

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

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

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.

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

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

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

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

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

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

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

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

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

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

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

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

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

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

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

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

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

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

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

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

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

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

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

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

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

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

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

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

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

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

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

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

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

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

Data privacy is an individual's right to control their personal information, including how it's collected, processed, stored, and shared.

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

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

Digital Rights Management (DRM) is technology that controls access to copyrighted digital content, restricting its use, modification, and distribution.

A sales demonstration is a presentation showing a prospect how a product or service works and how it can solve their specific problems.

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

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

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

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

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

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

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

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

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

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

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

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

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

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

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

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

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

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

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

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

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

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

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

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

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

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

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.