Smarketing

Learn about B2B demand generation strategy, including key elements of demand generation, & crafting your demand generation plan.

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

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

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

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

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

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

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

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

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

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

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

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

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.

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

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 browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

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

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

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

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

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

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

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

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

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

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

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

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

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

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

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

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

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

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

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

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

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

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

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

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

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

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

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

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

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

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

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

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

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

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

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

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.

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

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

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

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

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

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

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

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

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.

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

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

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

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

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

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

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

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

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

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.

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

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

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

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

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

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

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.