Gamification

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

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

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

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

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.

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

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

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

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

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

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

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

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

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

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

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

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

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

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

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

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

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

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

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

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

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

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

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

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

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

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.

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.

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

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

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

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

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.

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

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

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

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

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

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

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

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

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

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

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.

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

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

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

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.

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

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

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

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.

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.

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

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

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

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

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

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

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

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

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

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

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

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

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

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

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

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.

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.

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

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

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

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

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

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

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

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

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

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

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.

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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

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

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

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

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