System of Record

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

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

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

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

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

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

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

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.

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

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

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

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

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

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

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

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

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

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

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

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

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

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

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.

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

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

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

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 sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

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

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

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

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

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

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

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

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

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

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

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

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

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

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

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

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

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

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

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

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

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

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

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

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

XML (Extensible Markup Language) is a markup language for encoding documents in a format that is both human-readable and machine-readable.

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

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

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

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

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

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

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

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

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

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

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

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

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

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

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

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.

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

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

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

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

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

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.