Value Chain

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business 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.

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

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

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

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

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

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

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

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

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

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

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

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

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

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

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

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

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

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

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

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

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

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

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

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

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

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

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

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

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

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

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

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

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

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.

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

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

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

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

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

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

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

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

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

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

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

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

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.

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

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

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

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

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

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

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

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

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

Video hosting is a service that allows users to upload, store, and share video content online, making it accessible for playback anywhere.

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

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

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

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

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

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.

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

Demand forecasting is the process of predicting future customer demand for a product or service based on historical data and market trends.

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.