Glossary

The 80/20 Rule, also known as the Pareto Principle, asserts that 80% of outcomes result from 20% of all causes for any given event.

A/B testing is a method for comparing two versions of a webpage or app to determine which one performs better based on statistical analysis.

ABM Orchestration involves coordinating sales and marketing activities to target specific high-value accounts effectively.

An AI Sales Script Generator is a tool that utilizes artificial intelligence, specifically natural language processing (NLP) and generation (NLG), to create personalized and persuasive sales scripts for various communication channels, such as video messages, emails, and social media posts.

AI-powered marketing uses artificial intelligence technologies to automate and enhance marketing strategies.

In a sales, an account refers to a customer or organization that purchases goods or services from a company.

An Account Development Representative (ADR) is a specialist who works closely with a company's most important clients to build long-lasting, strategic partnerships.

An Account Executive is an employee responsible for maintaining ongoing business relationships with clients, primarily found in industries like advertising, public relations, and financial services.

Account management is the daily management of client accounts to ensure they continue to do business with a company, focusing on showing clients the value they can enjoy if they continue to use the company's products or services.

Account-Based Advertising (ABA) is a specialized component of Account-Based Marketing (ABM), focusing on targeting and engaging specific high-value accounts with personalized campaigns.

Account-Based Marketing (ABM) is a business marketing strategy that concentrates resources on a set of target accounts within a market, employing personalized campaigns designed to engage each account based on their specific attributes and needs.

Account-Based Marketing (ABM) software supports the implementation of ABM strategies, facilitating collaboration between marketing and sales teams and providing analytics to measure performance.

Accounts payable (AP) refers to a company's short-term obligations owed to its creditors or suppliers for goods or services received but not yet paid for.

Ad-hoc reporting is a business intelligence process that involves creating reports on an as-needed basis to answer specific business questions.

After-sales service refers to the ongoing support and assistance a business provides to its customers after they have purchased a product or service.

Always Be Closing (ABC) is a motivational phrase and sales strategy that emphasizes the continuous pursuit of prospects, product pitching, and transaction completion.

Amortization is the process of spreading the cost of an intangible asset over its useful life or reducing the balance of a loan over time through regular payments.

Analytical CRM is a subset of Customer Relationship Management (CRM) that focuses on collecting and analyzing customer interaction data to increase customer satisfaction and retention rates.

Annual Recurring Revenue (ARR) is a financial metric that represents the money a business expects to receive annually from subscriptions or contracts, normalized for a single calendar year.

An Applicant Tracking System (ATS) is a software solution that helps companies organize and manage candidates for hiring and recruitment purposes.

An Application Programming Interface (API) is a software interface that enables different computer programs or components to communicate with each other, serving as a bridge that offers services to other software components.

Artificial Intelligence in Sales refers to the use of AI technologies to automate repetitive tasks, enhance sales performance, and provide valuable insights for sales teams.

Average Customer Life refers to the average duration of the relationship between a customer and a business, typically measured from the first to the last order.

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

Average Revenue per Account (ARPA) is a metric that measures the revenue generated per account, typically calculated on a monthly or yearly basis.

The Average Selling Price (ASP) refers to the typical price at which a certain class of goods or services is sold.

B2B data, or business-to-business data, refers to any information that benefits B2B companies, particularly their sales, marketing, and revenue operations teams.

B2B data solutions refer to the collection, management, and analysis of information that benefits business-to-business companies, particularly their sales, marketing, and revenue operations teams.

B2B demand generation is a marketing process aimed at building brand awareness and nurturing relationships with prospects throughout the buyer's journey.

A B2B demand generation strategy is a marketing approach aimed at building brand awareness and nurturing relationships with prospects throughout the buyer's journey.

B2B leads, or Business-to-Business leads, refer to the process of identifying potential buyers for a product or service and enticing them to make a purchase.

B2B Marketing Analytics is a Salesforce CRM Analytics app tailored for B2B marketers.

B2B marketing attribution is the process of monitoring and evaluating marketing touchpoints that contribute to converting a lead into a customer.

B2B Marketing KPIs are quantifiable metrics used by companies to measure the effectiveness of their marketing initiatives in attracting new business customers and enhancing existing client relationships.

B2B sales, or business-to-business sales, is the process of selling products or services from one business to another.

B2B sales channels are the various methods and platforms through which a business markets and sells its products or services to other businesses.

A B2B sales process is a scalable and repeatable set of steps designed to help sales teams convert prospects into customers.

The business-to-business-to-consumer (B2B2C) model is a partnership where businesses sell products to retailers while also gaining valuable data directly from the consumers who purchase those goods.

B2C2B, or Business-to-Consumer-to-Business, is a unique approach to the B2B business model where a company aims to sell products or services to another company by first attracting and selling to the employees of their target company.

The BAB (Before-After-Bridge) formula is a copywriting framework primarily used in email marketing campaigns to increase conversions by focusing on the customer's wants and needs.

Bad leads are prospects with a low likelihood of converting into paying customers, often referred to as "tire-kickers."

A ballpark is a term used to describe an approximate figure or range that is close to the correct amount or number but not exact. It is often used in the context of rough calculations or estimates, providing a general idea without the need for detailed data.

Behavioral analytics is the process of utilizing artificial intelligence and big data analytics to analyze user behavioral data, identifying patterns, trends, anomalies, and insights that enable appropriate actions.

Below the Line (BTL) marketing refers to a set of promotional strategies that target specific audiences through non-mass media channels, such as direct mail, email, events, and social media.

A bounce rate is the percentage of visitors who leave a webpage without taking any action, such as clicking on a link, filling out a form, or making a purchase.

A Brag Book is a portfolio, leave-behind, or interview presentation binder that job seekers use to showcase their accomplishments, document their educational credentials, training, and professional development, set themselves apart from other candidates, provide a prop for comfort during interviews, and allow for greater depth and detail about their qualifications than a resume alone.

Branded keywords are search terms that include a brand name, product name, or variations thereof, directly associated with a specific company, product, or service.

A break-even point is a critical financial metric that represents the level at which a business's total costs and total revenues are equal, resulting in neither profit nor loss.

A Business Development Representative (BDR) is a professional responsible for generating new opportunities for a business by creating long-term value from customers, markets, and relationships.

Business Intelligence (BI) in marketing is the use of customer data to better target specific marketing campaigns towards the most beneficial audience groups.

Business-to-consumer (B2C) refers to the process of selling products and services directly between a business and consumers who are the end-users of its products or services.

A buyer, also known as a purchasing agent, is a professional responsible for acquiring products and services for companies, either for resale or operational use.

Buyer behavior refers to the decisions and actions people undertake when purchasing products or services for individual or group use.

Buyer intent is a measure of a customer's likelihood to purchase a product or service, based on their engagement patterns and behaviors that suggest readiness to buy.

Buyer Intent Data is information that reveals when buyers are actively researching online for solutions, including which products and services they are interested in, based on the web content they consume.

The buyer journey is the process customers go through to become aware of, consider, and decide to purchase a new product or service.

The buyer's journey is the process that potential customers go through before purchasing a product or service.

Buyer's remorse is the sense of regret experienced after making a purchase, often associated with expensive items like vehicles or real estate.

A buying committee is a group of individuals within an organization responsible for making purchasing decisions, particularly in the context of B2B sales.

Buying criteria are the common attributes or factors that customers consider when choosing one product or service over another.

The buying cycle, also known as the sales cycle, is a process consumers go through before making a purchase.

Buying intent, also known as purchase intent or buyer intent, is the likelihood of customers purchasing a product or service within a specific timeframe.

The buying process refers to the series of steps a consumer goes through when deciding to purchase a product or service, including recognizing a need or problem, searching for information, evaluating alternatives, making a purchase decision, and reflecting on the purchase post-purchase.

A buying signal is an indication from a potential customer that shows interest in purchasing a product or service.

A C-Level or C-Suite refers to the highest-ranking executives within a company, such as the CEO, COO, CFO, and others.

CRM data refers to the information collected, stored, and analyzed by a Customer Relationship Management (CRM) system, encompassing every interaction a business has with its customers across various platforms and channels.

CRM Enrichment is the process of updating and enhancing existing records in a CRM system, ensuring that contact and account information remains accurate and up-to-date.

A CRM integration is the seamless connectivity between your customer relationship management (CRM) software and third-party applications, allowing data to flow effortlessly between systems.

A call disposition is a concise summary of a call's outcome, using specific tags or values to log the result.

A Call for Proposal is an open invitation from conference organizers or funding institutions, such as the European Union, seeking session presentations or project proposals that are interesting, relevant, and align with their objectives.

The Challenger Sales Model is a sales approach that emphasizes teaching, tailoring, and taking control of sales experiences.

The Challenger Sales Model is a sales approach that focuses on teaching, tailoring, and taking control of a sales experience.

Channel marketing is a practice that involves partnering with other businesses or individuals to sell your product or service, creating mutually beneficial relationships that enable products to reach audiences that might otherwise be inaccessible.

A channel partner is a company that collaborates with a manufacturer or producer to market and sell their products, services, or technologies, often through a co-branding relationship.

Channel sales, also known as indirect sales, is a sales strategy where a parent company sells its products through another company, which could be a partner, distributor, or affiliate.

Churn, also known as the churn rate or rate of attrition, is the rate at which customers stop doing business with a company, typically expressed as a percentage of service subscribers who discontinue their subscriptions within a given time period.

Click-Through Rate (CTR) is a metric that measures how often people who see an ad or free product listing click on it, calculated by dividing the number of clicks an ad receives by the number of times the ad is shown (impressions), then multiplying the result by 100 to get a percentage.

A Closed Lost is a term used in sales to indicate that a potential deal with a prospect has ended, and the sale will not be made.

A closed question is a type of question that asks respondents to choose from a distinct set of pre-defined responses, such as "yes/no" or multiple-choice options.

A Closed Won is a sales term used when a prospect has signed a contract or made a purchase, officially becoming a customer.

A Closing Ratio is a metric that compares the number of sales prospects engaged by a sales team to the number of deals successfully closed.

Cloud-based CRM (Customer Relationship Management) is a software solution hosted in the cloud, accessible over the internet.

A cold call is the solicitation of a potential customer who has had no prior interaction with a salesperson.

A cold email is an unsolicited message sent to someone with whom the sender has no prior relationship, aiming to gain a benefit such as sales, opportunities, or other mutual advantages.

Cold emailing is the practice of sending unsolicited emails to potential leads or contacts with whom the sender has no prior relationship, aiming to gain a benefit such as sales, opportunities, or other mutual advantages.

Commission is a form of compensation paid to an employee for completing a specific task, typically selling a certain number of products or services.

A competitive advantage refers to factors that allow a company to produce goods or services better or more cheaply than its rivals, enabling it to generate more sales or superior margins compared to its market competitors.

A competitive analysis is a strategy that involves researching major competitors to gain insight into their products, sales, and marketing tactics.

Competitive Intelligence (CI)It helps companies understand their competitive environment, identify opportunities and challenges, and develop effective strategies to outperform rivals.

A competitive landscape refers to the array of options available to customers other than a company's product, including competitors' products and other types of customer solutions.

The Compounded Annual Growth Rate (CAGR) is the rate of return required for an investment to grow from its beginning balance to its ending balance over a specified period, assuming profits are reinvested at the end of each period.

Consultative sales is a customer-centric approach where sales representatives act more like advisors than traditional salespeople, focusing on understanding the customer's needs and pain points before recommending tailored solutions.

Consultative selling is a sales approach that prioritizes relationship building and open dialogue to address a customer's needs.

A consumer is an individual or group who purchases or intends to purchase goods and services for personal, non-commercial use.

Consumer buying behavior refers to the actions taken by consumers before purchasing a product or service, both online and offline.

Contact data refers to the various pieces of information a business holds about its key contacts, such as employees, customers, and vendors.

Contact discovery is the process of finding and verifying the contact information of potential customers or clients, with the goal of gathering accurate and relevant details such as email addresses, phone numbers, social media profiles, and physical addresses.

Contract management involves overseeing legally-binding agreements from initiation through execution.

Conversational Intelligence is the utilization of artificial intelligence (AI) and machine learning to analyze vast quantities of speech and text data from customer-agent interactions, extracting insights to inform business strategies and improve customer experiences.

A conversion path is the process by which an anonymous website visitor becomes a known lead, typically involving a landing page, a call-to-action, a content offer or end point, and a thank you page.