Talk Track

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

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

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.

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

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

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

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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

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

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.

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

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

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

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

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.

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

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.

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

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

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

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

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

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

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

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

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

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

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

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

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

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

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

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

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

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

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

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

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

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

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

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

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

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

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

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

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

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

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

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

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

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

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

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

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

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

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

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

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

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

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

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

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

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

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

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

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

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

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

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

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

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.

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

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.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

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