Below the Line

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

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

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

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

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

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

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

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

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

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

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

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

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

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

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

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

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

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

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

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

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

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

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

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

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

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

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

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

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

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

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

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

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

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

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

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

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

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized 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.

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

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

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.

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

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

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

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

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

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

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

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

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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

Software as a Service (SaaS) is a cloud-based model where users subscribe to an application and access it over the internet.

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

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

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

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

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.

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

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

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

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

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

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

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

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

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

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

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

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

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

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

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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