Workflow Automation

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

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

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

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

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

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

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

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.

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

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

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

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.

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

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

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

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

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

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

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

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

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

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

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

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.

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

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

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

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

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

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

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

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

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

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

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

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

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.

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

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

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

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

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

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

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

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

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.

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

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

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

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

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

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

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

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.

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

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

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.

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

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

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

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.

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

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

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

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

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

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

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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

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

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

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

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

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

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

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

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