Upsell

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

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

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

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

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

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

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

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

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

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

Escalations are the process of moving a customer issue or sales opportunity to a more senior or specialized team member for resolution.

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

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

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

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

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

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

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

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

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

Sales conversion rate is the percentage of prospects who take a desired action, like making a purchase, turning them into customers.

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

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

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

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

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

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

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

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

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

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

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

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

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

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.

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.

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

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

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

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

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

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

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

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

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

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

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

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

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

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

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

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

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

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

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

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

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

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

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

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.

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

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

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

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

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.

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

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

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

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

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

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

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

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

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.