Segmentation Analysis

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

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

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

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

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

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

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.

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

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

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

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

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

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

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

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

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

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.

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

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

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

Custom Metadata Types store application configurations as metadata. This makes them easily deployable between different Salesforce environments.

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.

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

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

A/B testing is a method of comparing two versions of something, like a webpage or email, to determine which one performs better with your audience.

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

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

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

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

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

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

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.

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

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

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

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

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

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

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

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

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

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

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

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

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.

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

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

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

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

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

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

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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.

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

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.

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

Escalations are the process of moving a customer issue or sales opportunity to a more senior or specialized team member for resolution.

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

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

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

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.

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

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

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

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

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

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

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

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

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

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.

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.

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

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

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.

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

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

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.