Value Chain

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

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

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

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

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

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

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

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

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

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

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

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

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

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

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

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

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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

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

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

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

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list of high-value accounts.

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

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

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

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

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

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

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

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

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

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

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

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

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

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

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

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

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.

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.

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

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

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

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

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

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

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

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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

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

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

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

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

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

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

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

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.

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

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

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

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

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

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

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

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

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

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.