User Interaction

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 demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

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

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

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

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

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

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

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

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

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

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

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

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

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

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

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

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

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

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.

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

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

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

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

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

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

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

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

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

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

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.

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

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

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

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

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

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

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

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

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

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

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.

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

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

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

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

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

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

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

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

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

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

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

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

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

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

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

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.

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

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

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

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

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

Smarketing is the process of aligning your sales and marketing teams. This integration focuses on shared goals to improve lead quality and drive revenue.

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

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

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.

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

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

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

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

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

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

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

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

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

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

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

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

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

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

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

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

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.

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.

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

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.