Weighted Sales Pipeline

A/B testing is a method of comparing two versions of something, like a webpage or email, to determine which one performs better with your audience.

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

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

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

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

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 soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

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

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

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

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

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

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

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

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

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

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

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

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

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

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

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

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

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

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

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

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

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

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

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

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

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

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

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

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

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

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

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

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

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

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

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

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

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

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

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

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.

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

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

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

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

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

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

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

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

A persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

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

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

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

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

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

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.

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

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

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

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

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

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

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

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

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.

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

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

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.

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

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

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.