Stress Testing

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

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

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

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

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

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

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

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

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.

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

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

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

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.

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

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.

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

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

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

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

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

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).

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

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

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.

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

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.

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

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

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

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.

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

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

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

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.

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

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

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

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.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

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.

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

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

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

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

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.

"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 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.

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.

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

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

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

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

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

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

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

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

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.

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