Workflow Automation

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

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

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

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

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.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

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

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

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

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

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

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

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

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.

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

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

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

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

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

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

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

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

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

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

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.

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

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

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

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

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

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

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

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

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

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

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

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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

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

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

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

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

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

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

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

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

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

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

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

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

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.

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

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

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

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

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

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

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

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.

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

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

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

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

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

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

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

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

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

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

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