Corporate Identity

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.

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

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

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

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

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

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

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

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

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

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

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

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

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

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

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

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.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

"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.

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

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

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

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

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.

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

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

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

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

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

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

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

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

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

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

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

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

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

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

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

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

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

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

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

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

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

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

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

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

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

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

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

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

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

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

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

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

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

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

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

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

“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.

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

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

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

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

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

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

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

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

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

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

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