Weighted Pipeline

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

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

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

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

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

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

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

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

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

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

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

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

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

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

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

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

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

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

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

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

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

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

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

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

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.

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

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

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

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

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

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

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

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

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.

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

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

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

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

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

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

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

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

Software as a Service (SaaS) is a cloud-based model where users subscribe to an application and access it over the internet.

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

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

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

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

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

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

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

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

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

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

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

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

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

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

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

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

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

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

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

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

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

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

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

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

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

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

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

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

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.

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

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

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

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

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

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

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