Total Addressable Market (TAM)

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

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

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

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

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

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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

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

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

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

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

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

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

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

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

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

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

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

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

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

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

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

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

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

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

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

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

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

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

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.

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

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

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

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

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

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

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

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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

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

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

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

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

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

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

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

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

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

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

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

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

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

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

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

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

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

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

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

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

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

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

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 elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

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

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

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

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 marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

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

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

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

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

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the 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.

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

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

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

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

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

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

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

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