Use Case

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.

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

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

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

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

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

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

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

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.

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

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

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

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

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

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

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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.

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.

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

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

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

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

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

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.

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

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

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

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

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

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

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

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

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

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

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.

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

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

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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

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

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.

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.

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

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

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

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

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

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

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

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

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

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.

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.

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

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

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

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

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

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

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

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

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

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

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

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

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

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

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

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

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

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

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

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

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

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

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

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

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

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