Regression Testing

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

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

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

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

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

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

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

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

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

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

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

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

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

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

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

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

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

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.

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

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

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

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

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

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

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

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

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

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

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

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

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

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

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

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

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

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

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

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

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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

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

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

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

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.

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.

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

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

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

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

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

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

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

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.

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

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

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

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

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

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

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

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

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

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

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

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

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

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

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

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

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

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.

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

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

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

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

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

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

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

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

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

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

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

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

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.

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.

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

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

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

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.