Total Addressable Market (TAM)

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

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.

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

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

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

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

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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

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

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

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

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

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.

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

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

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

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

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

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

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

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

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

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

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.

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

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

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

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

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

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

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

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

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

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

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.

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

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

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

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

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

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

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

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

A Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

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

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

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

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

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

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

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

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

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

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

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

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

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

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

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

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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

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.

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

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

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

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.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

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

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

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

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

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

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

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

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

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

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

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

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