Warm Outbound

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.

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

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

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

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

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

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

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.

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

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

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

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

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

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

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

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

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

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

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

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

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

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

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.

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

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

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

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

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

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

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

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

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

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

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

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

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

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

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

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

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

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

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

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

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

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

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

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

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

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

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

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

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

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

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

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

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

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

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

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

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

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

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

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

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

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.

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

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

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

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

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

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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

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

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

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

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

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

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

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

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

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

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

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

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

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

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

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.

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

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.