Customer Churn Rate

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

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.

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

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

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

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

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

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list 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.

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

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

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

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

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

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

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

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

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

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

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

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

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.

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

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

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

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

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

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

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

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

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

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

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

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

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

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

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

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

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

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

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

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

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

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

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

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

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

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

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

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

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

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

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

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

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

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

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

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

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

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

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

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

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

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

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

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

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.

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

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

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

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

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

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

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.

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

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