Stress Testing

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.

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

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.

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

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

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.

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

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

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

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

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

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

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

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

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

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

Sales conversion rate is the percentage of prospects who take a desired action, like making a purchase, turning them into customers.

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

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

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

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

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

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

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

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

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

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

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

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

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

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

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

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

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

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.

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.

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

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

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

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

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

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

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

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

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

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

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

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

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

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

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

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

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

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

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

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

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

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

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

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

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

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

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

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

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

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

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

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

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

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.

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

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

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

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

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.