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HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

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

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

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

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

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

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

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

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

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.

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

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

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

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

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

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

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

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

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

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

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

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

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

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

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

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

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

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

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

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

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

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

A/B testing is a method of comparing two versions of something, like a webpage or email, to determine which one performs better with your audience.

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

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

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

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

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

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

A sales demonstration is a presentation showing a prospect how a product or service works and how it can solve their specific problems.

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

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

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

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

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

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

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

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

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

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

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

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

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

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

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

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

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

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

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.

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

Data privacy is an individual's right to control their personal information, including how it's collected, processed, stored, and shared.

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

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

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

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

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

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

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

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

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

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

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.