Decision Buying Stage

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

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

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

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.

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

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

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

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

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

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

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

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

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

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

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

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

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

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

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

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.

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

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 value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

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

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

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

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

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.

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

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

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.

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

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

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

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

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

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

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

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

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

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

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

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

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

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

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

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

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

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

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

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

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.

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

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.

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

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

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

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

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

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.

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

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

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.

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

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

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

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

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

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

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

Sales conversion rate is the percentage of prospects who take a desired action, like making a purchase, turning them into customers.

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

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

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

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

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

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

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