Objection Handling

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

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.

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

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

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

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

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.

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

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

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

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

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

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

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

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

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

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

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

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

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

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.

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

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

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

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

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

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

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

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

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.

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

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

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

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.

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

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

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

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

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

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

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

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

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

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

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

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

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

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

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.

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

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

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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

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

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

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.

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

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

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

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

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

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

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

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

“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.

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

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

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

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.

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

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

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

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

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

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

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

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.

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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

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

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

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

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

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

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.

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

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

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

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

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

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

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.