System of Record

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

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

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

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

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

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

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

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

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

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

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

“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.

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

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

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

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

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

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

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

Learn about B2B demand generation strategy, including key elements of demand generation, & crafting your demand generation plan.

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

A weighted sales pipeline forecasts revenue by assigning a closing probability to each deal, giving a more accurate picture of potential income.

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

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

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

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

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

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

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

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

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

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

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

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

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

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

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

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.

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

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

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

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

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

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

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

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

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

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

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

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

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

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

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

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

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

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

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

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

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.

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

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.

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

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

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

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

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

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.

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

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

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

Yield management is a dynamic pricing strategy that adjusts prices based on demand to maximize revenue from a fixed, perishable inventory.

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

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

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

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

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

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

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

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

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.

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