Supply Chain Management

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.

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

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

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

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

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

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

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

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

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

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

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

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

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

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

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

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

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

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

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

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

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

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

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

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

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

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

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

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

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

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

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

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

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

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

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

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

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

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

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

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

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

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

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

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

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

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

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

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

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

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

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

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

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

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

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

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

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

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

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

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

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

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

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

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

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

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

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.

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

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.

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

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

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

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

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.

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

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

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

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

AppExchange is Salesforce's cloud marketplace, offering a vast ecosystem of apps and expert services to extend Salesforce functionality.

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

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.