Robotic Process Automation

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

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

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

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

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

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

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

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

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

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

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

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

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

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

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

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

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.

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

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

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

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

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

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

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

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

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

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

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

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

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

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

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

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

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

“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.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

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

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

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

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

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

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

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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.

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

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

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

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

Data privacy is an individual's right to control their personal information, including how it's collected, processed, stored, and shared.

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

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

XML (Extensible Markup Language) is a markup language for encoding documents in a format that is both human-readable and machine-readable.

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

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

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

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

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

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

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

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

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

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

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

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

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.