Sales Acceleration

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

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

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

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

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

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

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

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

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

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

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

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

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

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

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

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

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

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

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

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

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

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

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

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.

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

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

"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.

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

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

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

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

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

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

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

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

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

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

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

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

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

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

Software as a Service (SaaS) is a cloud-based model where users subscribe to an application and access it over the internet.

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

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

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

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

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

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

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.

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

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

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

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

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

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

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

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

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

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

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

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

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

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

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