Rollback Procedures

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

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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

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.

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

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

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

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

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

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

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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

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

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

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

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

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

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

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

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

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

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

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

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.

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

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

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

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

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

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

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

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

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

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

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

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

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

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.

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

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

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

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.

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

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

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

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

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

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

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

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

“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.

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.

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

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

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

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

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

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

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

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

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

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

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

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.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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