Buying Intent

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

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

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

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

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

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

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

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

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

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

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

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

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.

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

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

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

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

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

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

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

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

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

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

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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 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.

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

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

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

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

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

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

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

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

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

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

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

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

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

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

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

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

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

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

“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.

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

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

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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

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

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

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

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

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

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

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

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

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

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

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

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

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.

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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

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

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

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

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

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

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

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

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

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

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

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

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

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

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

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

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

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

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

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