Lead Scoring

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

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

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

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

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

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

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

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

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

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

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

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

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

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

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

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

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

"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.

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

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

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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

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

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

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

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.

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

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

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

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

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

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

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.

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

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

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

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

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

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

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

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

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

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

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

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

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

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

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

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

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

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

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

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

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

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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.

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

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

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

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

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

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

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

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

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

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

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

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

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

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

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

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.

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

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

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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

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

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

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.

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

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

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

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

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.

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

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

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

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

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

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

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

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

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

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.

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