Lead Scoring

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

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

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.

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

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

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

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.

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

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

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

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

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.

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

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

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.

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

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

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

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

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

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

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

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

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

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

"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.

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

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

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

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

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

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

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

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

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.

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

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

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

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

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

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

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.

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

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

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.

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

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

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

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

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

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.

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

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

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

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

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

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

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.

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

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

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

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

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

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 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.

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

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

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

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

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.

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

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

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

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.