Enrichment

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

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

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

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

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

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

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

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

“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.

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

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

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

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

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.

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

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

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

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

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

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

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

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

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

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

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

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

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

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

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

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

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

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

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

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.

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

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

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

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

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

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

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

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

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.

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

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 operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

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

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.

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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

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

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

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

"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.

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

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

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

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

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

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

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

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

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

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

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.

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

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

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

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

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

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

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

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

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

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

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

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

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

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

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

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

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

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

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

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