Regression Testing

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

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

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

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

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

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 Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

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

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.

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

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

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

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

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

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

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

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

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

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

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

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

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

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

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

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

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

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

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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

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

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

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

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

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

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

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

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

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

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

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

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

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

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

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

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

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

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

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

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

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

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

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

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.

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

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

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

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

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

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

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

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

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

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.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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.

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

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

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

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

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

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

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

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.

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

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

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.

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

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

“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.

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

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

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

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

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