Value Chain

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.

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

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

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

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

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

XML (Extensible Markup Language) is a markup language for encoding documents in a format that is both human-readable and machine-readable.

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

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

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

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

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

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

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

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

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

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

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

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

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

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

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

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

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

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

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

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

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

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

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

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

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

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

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

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

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

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

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

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

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

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

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

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

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.

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

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

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

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

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

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

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

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

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

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.

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

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

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

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

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

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

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

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

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

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

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

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

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

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

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

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

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

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

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

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

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

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

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

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

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

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

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

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.