Churn

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

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

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

“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.

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

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

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

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

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

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

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

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

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

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.

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

A/B testing is a method of comparing two versions of something, like a webpage or email, to determine which one performs better with your audience.

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

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

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

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

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

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

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

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

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

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

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

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

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

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

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

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

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

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

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

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

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

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

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

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.

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

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

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

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

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

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

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

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

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

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

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.

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 sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

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

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

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.

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

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

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.

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

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

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

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.

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.

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

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

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

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

Demand forecasting is the process of predicting future customer demand for a product or service based on historical data and market trends.

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.