Yield Management

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

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

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

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

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

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

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

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

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

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

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

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.

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.

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.

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

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

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

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

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

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

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

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

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

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

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

A weighted sales pipeline forecasts revenue by assigning a closing probability to each deal, giving a more accurate picture of potential income.

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

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

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.

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

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

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

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

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

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

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

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

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

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

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

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

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

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

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

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

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

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

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

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

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

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

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

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

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

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

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

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

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

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

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

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

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

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

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

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

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

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

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

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

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

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

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

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

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

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

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

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

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.

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

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

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

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

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.