Objection Handling

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

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

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

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

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

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

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

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.

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

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

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

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

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

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

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.

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.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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

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

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

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

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

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.

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

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

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

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.

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

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.

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

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.

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

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

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.

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

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

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 sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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.

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

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

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

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.

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

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.

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.

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

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

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

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.

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

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.

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

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

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.

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

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

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

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

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