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

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

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

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

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

Escalations are the process of moving a customer issue or sales opportunity to a more senior or specialized team member for resolution.

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

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

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

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

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

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

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

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

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

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

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.

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

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

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

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

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

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

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

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

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

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

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

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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.

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

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

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

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

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

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

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

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

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

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

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

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

Yield management is a dynamic pricing strategy that adjusts prices based on demand to maximize revenue from a fixed, perishable inventory.

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

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

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

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

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

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

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

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

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

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

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

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

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

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

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

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

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

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

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

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

Objection handling is the process of responding to a prospect's concerns or hesitations about a product or service to move a deal forward.

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

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.

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.

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

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

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

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

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

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

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

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

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

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

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

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

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

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