Yield Management

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

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

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

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

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

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

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

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

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

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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

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

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

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

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

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

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

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

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

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.

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

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

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

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

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

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

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

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

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

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

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

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

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

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

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

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

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

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.

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

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

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

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

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

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

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

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

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

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

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

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

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

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

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

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

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

A Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

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

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

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

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

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.

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

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

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.

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

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

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

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

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.

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

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

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.

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

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

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.

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.