Sales Sequence

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.

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

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

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

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

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

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

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

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

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

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

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

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

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

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

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

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.

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

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

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

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

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

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

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

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

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

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

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

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

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

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

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

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

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

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

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

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

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

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

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

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

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

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

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

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.

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

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list of high-value accounts.

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

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

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

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

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

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

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

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

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

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

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.

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

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

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

"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 drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

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.

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

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

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

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

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.

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

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

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

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

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

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

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

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

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

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

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

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