Sales Calls

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

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

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

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

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

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

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

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

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

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

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

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

"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.

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

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

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

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

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

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

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

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

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.

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

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

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

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

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

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 Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

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

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

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.

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

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

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

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

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

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

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.

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

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

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

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

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

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

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

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

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

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

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

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

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

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

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

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

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.

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

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

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

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

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

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

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

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

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

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

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

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

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

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

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

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

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

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

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.

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

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

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

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

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

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

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

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

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

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

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

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

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

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

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

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

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

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

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

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