Objection Handling

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

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

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

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

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

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

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

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

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

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

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

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

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

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

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

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

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

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

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

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

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

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

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.

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.

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

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

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

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

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

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

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

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

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

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

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

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

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

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

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

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

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

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

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

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

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

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

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

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.

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

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

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

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

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

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

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

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

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

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

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

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

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

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

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

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

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

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

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