Consumer Buying Behavior

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

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

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

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

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

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

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

"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.

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

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

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

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

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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

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.

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

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

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

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

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

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

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

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.

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

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

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

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

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

Data privacy is an individual's right to control their personal information, including how it's collected, processed, stored, and shared.

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

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

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

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

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

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

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

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

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

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

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

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

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

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

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

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

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

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

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

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

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

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

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

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

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

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

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

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

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

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.

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

“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.

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

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

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

A persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

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

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

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

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

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

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

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