SPIN Selling

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.

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

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

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

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

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

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

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

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

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

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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

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

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

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

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

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

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

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

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

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

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

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

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

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

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

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.

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

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

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

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

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

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

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

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.

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

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

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

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

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

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

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

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

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

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

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

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

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

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

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

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

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

Video hosting is a service that allows users to upload, store, and share video content online, making it accessible for playback anywhere.

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

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

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

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.

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

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.

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

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

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

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

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

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

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

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

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

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