Regression Testing

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

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

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

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

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

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

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

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.

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

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

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

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

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

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

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

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

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

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

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

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.

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

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

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

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

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

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

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

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

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

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

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

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

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

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

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

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

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.

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

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

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

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

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

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

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

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

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

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

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

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

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

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

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

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

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

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

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

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

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

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

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

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

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

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

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

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

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

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

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

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

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

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

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

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

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

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

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

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 B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

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

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

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

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

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

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.

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

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

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

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

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

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

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

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