Buyer Journey

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.

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

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.

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

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

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

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.

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

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.

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

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.

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

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

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

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

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.

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.

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

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.

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

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.

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

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.

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

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.

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

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.

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

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.

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

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.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

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

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

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.

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 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.

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

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.

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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.

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

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.