Regression Testing

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

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

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

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

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

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

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

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

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

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

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

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

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

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.

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

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

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

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

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

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

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

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

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

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

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

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

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

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

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

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

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

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.

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

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

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

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

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

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

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

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

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.

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

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

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

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

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

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

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

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

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

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

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

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

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

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

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

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

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

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

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

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

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 talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

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

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

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

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

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

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

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

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

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

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.

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

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

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

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

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

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

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

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

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

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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

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

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

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

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

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

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

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

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