Smile and Dial

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

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

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

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

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

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

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

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

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

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

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

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

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

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

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

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

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

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

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

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

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

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

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

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

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

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

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

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

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

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

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.

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

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

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.

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

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

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

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

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

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

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

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

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

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

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

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

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

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

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

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

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list of high-value accounts.

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

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

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

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.

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.

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

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

A persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

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

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

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

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

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

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.

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

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

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

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

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

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

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

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

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

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

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