A comprehensive glossary of all things go-to-market, sales, and growth.
Regression testing is a software testing technique that re-runs functional and non-functional tests to ensure that a software application works as intended after any code changes, updates, revisions, improvements, or optimizations.
Regression analysis is a statistical method used to estimate the relationships between a dependent variable and one or more independent variables.
Referral marketing is a strategy where businesses motivate existing customers to recommend their products or services to others through incentives.
Real-time data processing is the method of processing data at a near-instant rate, enabling continuous data intake and output to maintain real-time insights.
Real-time data is information that is immediately available for use as soon as it is generated, without any significant delay.
Rapport building is the process of establishing a harmonious relationship between people through mutual trust, connection, and two-way communication.
Ransomware is a form of malware that blocks access to a user's system or files, demanding a ransom for restoration.
Ramp up time refers to the period it takes for a system, such as JMeter in performance testing or a new employee in onboarding, to reach its full capacity or productivity.
A Quarterly Business Review (QBR) is a strategic meeting held once per quarter with customers to demonstrate the return on investment (ROI) of a product or service, deepen customer relationships, and align on future goals.
Quality Assurance (QA) is a process that helps businesses ensure their products meet the quality standards set by the company or its industry.
A qualified lead is a potential future customer who meets specific criteria set by a business, characterized by their willingness to provide information freely and voluntarily.
The Purchase Buying Stage is the point in the buyer's journey where consumers are ready to make a purchase.
Psychographics in marketing refers to the analysis of consumers' behaviors, lifestyles, attitudes, and psychological criteria that influence their buying decisions.
Prospecting is the process of identifying and contacting potential customers to generate new revenue through outbound activities like cold calls, emails, or LinkedIn InMails.
A Proof of Concept (POC) is a demonstration that tests the feasibility and viability of an idea, focusing on its potential financial success and alignment with customer and business requirements.
Progressive Web Apps (PWAs) are applications built using web technologies like HTML, CSS, JavaScript, and WebAssembly, designed to offer a user experience similar to native apps.
A programmatic display campaign is an automated process of buying and selling banner ads on websites, social media platforms, or apps, focusing specifically on the banner ad format.
Programmatic advertising is the automated buying and selling of online advertising.
Product recommendations are the process of suggesting items or products to customers based on their previous purchases, preferences, or behavior, using algorithms, machine learning, and data analysis.
Product-market fit is a scenario where a company's target customers are buying, using, and promoting the product in sufficient numbers to sustain its growth and profitability.
Product-Led Growth (PLG) is a business methodology where the product itself is the primary driver of user acquisition, expansion, conversion, and retention.
A Product Champion is an individual who passionately advocates for a product, bridging the gap between the company and its customers.
Private labeling refers to products manufactured by one company and sold under another company's brand name.
Price optimization is the process of setting prices for products or services to maximize revenue by analyzing customer data and other factors like demand, competition, and costs.
Predictive lead scoring is a data-driven approach that uses machine learning algorithms to analyze past customer data and current prospects, creating an "ideal customer" profile and identifying which prospects best fit that profile.
Predictive lead generation employs machine learning and artificial intelligence to analyze historical customer data and identify patterns.
Predictive Customer Lifetime Value (CLV) is the projection of revenue a customer will generate over their lifetime, using machine learning algorithms and artificial intelligence to provide real-time CLV predictions.
Predictive analytics is a method that utilizes statistics, modeling techniques, and data analysis to forecast future outcomes based on current and historical data patterns.
On Target Earnings (OTE) is a compensation model used in sales roles, combining a fixed base salary with variable income based on performance.
An on-premise CRM is a customer relationship management system that is hosted on the company’s own servers, providing full control over data and customization.
Omnichannel sales is an approach that aims to provide customers with a seamless and unified brand experience across all channels they use, including online platforms, mobile devices, telephone, and physical stores.
Omnichannel marketing is the practice of interacting with customers over their preferred channels, such as in-store, online, via text, or through social media, to provide a seamless and consistent brand experience across both physical and digital platforms.
Objection handling in sales is the process of addressing a prospect's concerns about a product or service, allowing the salesperson to alleviate those concerns and move the deal forward.
Objection handling is a key skill in sales that involves addressing and resolving concerns raised by potential customers about a product or service.
In sales, objections are concerns or hesitations expressed by potential customers about a product or service.
OAuth, short for Open Authorization, is a framework that allows third-party services to access web resources on behalf of a user without exposing their password.
A nurture campaign is a series of emotionally-based emails sent to an audience with the goal of informing them about an offer and motivating them to take action over time.
Nurture refers to the act of caring for, feeding, protecting, and helping someone or something develop, particularly in the context of young children, plants, or ideas.
NoSQL databases are a type of database designed for storage and retrieval of data that is modeled in means other than the tabular relations used in relational databases.
A "No Spam" approach refers to email marketing practices that prioritize sending relevant, targeted, and permission-based messages to recipients.
No Forms is a modern sales and marketing strategy that moves away from traditional tactics, such as forms, spam emails, and cold calls, which have become less effective in today's digital landscape.
No Cold Calls is an approach to outreach that involves contacting a prospect only when certain conditions are met, such as knowing the prospect is in the market for the solution being offered, understanding their interests, articulating the reason for the call, and being prepared to have a meaningful conversation and add value.
Network monitoring is a critical IT process that involves discovering, mapping, and monitoring computer networks and their components, such as routers, switches, servers, and firewalls.
A warm email is a personalized, strategically written message tailored for a specific recipient, often used in sales cadences after initial research or contact to ensure relevance and personalization.
Warm calling is a sales strategy that involves reaching out to potential customers with whom there has been some prior contact, such as through a direct mail campaign, a business event introduction, or a referral.
Net Revenue Retention (NRR) is a metric that measures a company's ability to retain and grow revenue from existing customers over a specific period of time.
Voice Search Optimization, or Voice SEO, is the process of optimizing keywords and keyword phrases for searches conducted through voice assistants.
Virtual selling is the collection of processes and technologies that enable salespeople to engage with customers remotely, utilizing both synchronous (real-time) and asynchronous (delayed) communications.
Net Promoter Score (NPS) is a widely used metric in customer experience management that quantifies the likelihood of customers recommending a company's products or services to others.
Total Audience Measurement is a comprehensive, multi-platform measurement tool that accurately captures audience behavior across multiple screens and devices, including TV, radio, digital, and print media.
Total Addressable Market (TAM) refers to the maximum revenue opportunity for a product or service if a company achieves 100% market share.
Tokenization is a process where sensitive data, such as credit card numbers, is replaced with a non-sensitive equivalent called a token.
A tire-kicker is a lead who appears interested in purchasing a product or service but never actually commits to buying, often prolonging the sales process by asking questions and raising objections.
SMS marketing, also known as text message marketing, is a form of mobile marketing that allows businesses to send promotional offers, discounts, appointment reminders, and shipping notifications to customers and prospects via text messages.
Territory management is the strategic process of organizing, managing, and expanding groups of customers and potential customers based on key market segments, such as geography, industry, and need.
Technographics is a market research methodology that profiles target accounts based on their technology stack, providing insights into a company's technology investments and buying signals.
Targeted marketing is an approach that focuses on raising awareness for a product or service among a specific group of audiences, which are a subset of the total addressable market.
A target buying stage refers to a specific phase in the buying cycle that an advertising campaign is designed to address.
Target Account Selling (TAS) is a sales methodology that prioritizes and concentrates sales efforts on a select group of customers with high revenue potential.
A Target Account List (TAL) is a list of accounts targeted for marketing and sales activities within Account-Based Marketing (ABM).
A talk track is a tool used by sales professionals during meetings with potential customers, providing a roadmap for conversations, answering questions, and handling objections.
A System of Record (SOR) is an information storage system, often implemented on a computer system running a database management system, that serves as the authoritative data source for a given data element or piece of information.
Supply Chain Management (SCM) is the process of managing the flow of goods, data, and finances related to a product or service, from the procurement of raw materials to the delivery of the product at its final destination.
Subscription models are business strategies that prioritize customer retention and recurring revenue by charging customers a periodic fee, typically monthly or yearly, for access to a product or service.
A Subject Matter Expert (SME) is a professional with advanced knowledge in a specific field, uniquely qualified to provide guidance and strategy on a particular area, practice, process, technical method, or piece of equipment.
Stress testing is a computer simulation technique used to test the resilience of institutions and investment portfolios against possible future financial situations, commonly used in the financial industry to gauge investment risk and evaluate internal processes.
A Statement of Work (SOW) is a vital document that outlines the scope, timeline, and cost of a project between two parties, typically a customer and a supplier.
A stakeholder is a person, group, or organization with a vested interest in the decision-making and activities of a business, organization, or project.
SQL (Structured Query Language) is a programming language used for managing and processing information in a relational database.
SPIN Selling is a sales methodology developed by Neil Rackham that focuses on asking strategic questions in a specific sequence (Situation, Problem, Implication, Need-Payoff) to uncover and develop buyer needs effectively.
A spiff, or Sales Performance Incentive Fund Formula, is a short-term sales incentive strategy that offers sales reps bonuses for achieving specific goals, such as closing sales or booking demos.
Solution selling is a sales methodology that focuses on understanding and addressing the specific needs of clients, connecting them with the best solutions for their issues rather than just selling a product or service.
Software Asset Management (SAM) is the administration of processes, policies, and procedures that support the procurement, deployment, use, maintenance, and disposal of software applications within an organization.
Software as a Service (SaaS) is a software distribution model where a cloud provider hosts applications and makes them available to users over the internet.
A soft sell is a subtle, non-aggressive approach to sales that focuses on building long-term relationships rather than immediate conversions.
Social selling is a strategic method for sellers to connect and build relationships with prospects through social networks, focusing on forming meaningful social interactions and presenting a brand as a trusted source to solve a customer's problem via a product or service.
Social proof is a psychological phenomenon where people's actions are influenced by the actions and norms of others.
Sales Territory Management is the process of assigning sales reps to specific customer segments, or "territories," based on criteria such as geographic location, company size, industry, and product-related business needs.
A sales territory is a defined geographical area or segment of customers assigned to a sales representative, who is responsible for all sales activities and revenue generation within that region or customer segment.
Sales team management is the process of overseeing and guiding a sales team to meet and exceed sales quotas, achieve goals, and contribute to the organization's success.
A sales strategy is a structured plan that outlines the actions, decisions, and goals necessary for a sales team to position a product or service and acquire new customers.
A sales stack, also known as a sales technology stack, is the complete collection of sales software (primarily cloud-based) used by a sales team.
A sales sequence, also known as a sales cadence or sales campaign, is a scheduled series of sales touchpoints, such as phone calls, emails, social messages, and SMS messages, delivered at predefined intervals over a specific period of time.
A sales script is a written dialogue or guide used by sales representatives during interactions with prospective customers, ranging from detailed word-for-word conversations to a list of key talking points.
Net new business refers to revenue generated from newly acquired customers or reactivated accounts, excluding revenue from upselling or cross-selling to existing active customers.
Net 30 is a payment term commonly used in business invoicing, indicating that payment is due 30 days after the invoice date.
Multi-touch attribution is a marketing measurement method that assigns credit to each customer touchpoint leading to a conversion, providing a more accurate understanding of the customer journey and the effectiveness of various marketing channels or campaigns.
A needs assessment is a strategic planning process that identifies gaps between an organization's current state and its desired state, pinpointing areas that require improvement.
Multi-threading is a technique that allows a program or an operating system to manage multiple user requests or processes simultaneously without needing multiple copies of the program running.
Multi-channel marketing involves interacting with customers through a mix of direct and indirect communication channels, such as websites, retail stores, mail order catalogs, direct mail, email, mobile, and more.
Monthly Recurring Revenue (MRR) is the predictable total revenue generated by a business from all active subscriptions within a particular month, including recurring charges from discounts, coupons, and recurring add-ons but excluding one-time fees.
MOFU, or Middle-of-Funnel, is the stage in the sales and marketing funnel where marketers position their company as the best provider of a product to suit the customer's needs.
Mobile optimization is the process of adjusting a website's design, content, and structure to ensure that visitors accessing it from mobile devices have an experience tailored to those devices.
Mobile compatibility refers to a website being viewable and usable on mobile devices, such as smartphones and tablets.
Mobile app analytics is the process of capturing data from mobile apps to analyze app performance, user behavior, and demographics.
A mid-market company is a business with annual revenues ranging from $10 million to $1 billion, depending on the industry.
Load balancing is the process of distributing network or application traffic across multiple servers to ensure no single server bears too much demand.
LinkedIn Sales Navigator is a sales tool that provides sales professionals with advanced features for prospecting and insights, enabling them to generate more conversations with important prospects, prioritize accounts, make warm introductions, and leverage key signals for effective outreach.
A Letter of Intent (LOI) is a nonbinding document that declares the preliminary commitment of one party to do business with another, outlining the chief terms of a prospective deal before a legal agreement is finalized.
Lead Velocity Rate (LVR) is a real-time metric that measures the growth of qualified leads month over month, serving as a strong predictor of future revenue.
.svg)
