Solution Selling

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

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.

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

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

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

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

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

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

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

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

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

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

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

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.

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

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

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

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

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

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

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

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

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

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

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

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

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

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

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

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

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

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

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

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

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

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

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

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

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

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

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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

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

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

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

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

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

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

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

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

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

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

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

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

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

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

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

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

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

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

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

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

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

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

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

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

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

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

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

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

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.