Scrum

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

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

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

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

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 buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

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

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

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

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

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

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

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

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

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

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

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

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

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

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

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

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

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

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

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

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

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

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

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

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

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

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

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

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

Demand forecasting is the process of predicting future customer demand for a product or service based on historical data and market trends.

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

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

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

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

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

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

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

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

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

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.

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

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

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.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

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

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

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

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

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

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

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

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

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

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

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

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

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

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

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

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

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

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

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