Yield Management

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

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

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

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

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

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

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

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

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

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

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

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

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

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

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

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

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

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

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

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

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

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

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

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

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

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

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

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

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

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

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.

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

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

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

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

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

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

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

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

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

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

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

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

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

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

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

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

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

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

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

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

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

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

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

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

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

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

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

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

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

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

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

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.

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

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

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

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

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

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

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

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

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.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

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

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

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

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.