Total Addressable Market (TAM)

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

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

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

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

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

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

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

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

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

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

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

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

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

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

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

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

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

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

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

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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

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

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

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

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

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

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

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

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

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

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

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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

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

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 stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

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

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

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

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

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

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.

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

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

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.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

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

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

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

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

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

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

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.

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

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.

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

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

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

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

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

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

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

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

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

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

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

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

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

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

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

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

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

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