System of Record

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

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

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

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

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

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

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

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

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

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

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

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

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

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

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

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

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

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

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

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

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

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

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

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

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

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

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

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

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

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

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

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

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

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

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

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

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

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

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

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

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

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

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

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

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

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

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

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

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

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

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

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

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

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

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

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

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.

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

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

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

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.

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

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

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

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

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

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

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

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

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

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

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

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

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

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

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

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

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