Stress Testing

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

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

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

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

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

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

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

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

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.

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

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

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

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

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

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

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

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

"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.

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

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

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

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

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

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 sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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

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.

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

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

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

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

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

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

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

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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

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

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

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

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

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

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

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

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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

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

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

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

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

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

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

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

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

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

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

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

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

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

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

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

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

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

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

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

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

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

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

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

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

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

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

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

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

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

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

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

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

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

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

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

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

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

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

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

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

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

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

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.