Psychographics

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

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

A Sales Qualified Lead (SQL) is a prospect vetted by marketing and sales, deemed ready for a direct sales pitch after showing intent to buy.

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

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

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

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

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

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

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

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

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

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

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.

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

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

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

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

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

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

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

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

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

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.

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

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

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

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

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

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.

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

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

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

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

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

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

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

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

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

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.

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

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

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

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

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.

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

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.

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

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

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

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

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

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.

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

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

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

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

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

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

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

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

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

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

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

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

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

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

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 quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

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

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

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

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

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

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

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

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