Lead Scoring

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

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

Software as a Service (SaaS) is a cloud-based model where users subscribe to an application and access it over the internet.

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

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 vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

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

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

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

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

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

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

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

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

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 Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

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

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

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

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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

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

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

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

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

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

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

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

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

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

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

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

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

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

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

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

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

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

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

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

A sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.

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

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

Smarketing is the process of aligning your sales and marketing teams. This integration focuses on shared goals to improve lead quality and drive revenue.

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

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

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

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