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

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

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

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.

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

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

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

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

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

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

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

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

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

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

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.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.

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

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

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

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

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

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

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

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

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

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

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

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

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

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

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

“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.

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

"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.

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

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

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

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

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

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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

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

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

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

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

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

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

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

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

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.

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

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

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

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

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

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

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

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

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

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

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

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

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

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

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

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

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

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

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.

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

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

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

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

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

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

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

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

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.