Stress Testing

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

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

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

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

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

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

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

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

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

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

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

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

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

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.

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

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

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

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

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

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

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

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

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

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

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

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

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

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

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

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

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

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

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

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

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

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

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

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

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

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

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

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

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

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

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

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.

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

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

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

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

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

Demand forecasting is the process of predicting future customer demand for a product or service based on historical data and market trends.

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.

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

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

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

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

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

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

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

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

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

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

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

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

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

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

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

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

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

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

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

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

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.

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

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

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

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

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

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.