A comprehensive glossary of all things go-to-market, sales, and growth.
Channel sales, also known as indirect sales, is a sales strategy where a parent company sells its products through another company, which could be a partner, distributor, or affiliate.
Channel partners are companies that collaborate with another organization to market and sell their products, services, or technologies through indirect channels.
A channel partner is a company that collaborates with a manufacturer or producer to market and sell their products, services, or technologies, often through a co-branding relationship.
Channel marketing is a practice that involves partnering with other businesses or individuals to sell your product or service, creating mutually beneficial relationships that enable products to reach audiences that might otherwise be inaccessible.
A Champion/Challenger test is a process of comparing multiple competing strategies in a production environment in a statistically valid way, monitoring their performance over time to determine which strategy produces the best results.
A Customer Data Platform (CDP) is a software tool that collects, unifies, and manages first-party customer data from multiple sources to create a single, coherent, and complete view of each customer.
A Call for Proposal is an open invitation from conference organizers or funding institutions, such as the European Union, seeking session presentations or project proposals that are interesting, relevant, and align with their objectives.
CCPA compliance refers to adhering to the regulations set forth by the California Consumer Privacy Act of 2018, which aims to protect the data privacy rights of California residents.
A call disposition is a concise summary of a call's outcome, using specific tags or values to log the result.
Call analytics is the process of measuring, collecting, analyzing, and reporting call data to help marketing, customer support, and sales teams optimize their campaigns and call handling by providing insights derived from call analysis.
A C-Level or C-Suite refers to the highest-ranking executives within a company, such as the CEO, COO, CFO, and others.
A buying signal is an indication from a potential customer that shows interest in purchasing a product or service.
The buying process refers to the series of steps a consumer goes through when deciding to purchase a product or service, including recognizing a need or problem, searching for information, evaluating alternatives, making a purchase decision, and reflecting on the purchase post-purchase.
Buying intent, also known as purchase intent or buyer intent, is the likelihood of customers purchasing a product or service within a specific timeframe.
The buying cycle, also known as the sales cycle, is a process consumers go through before making a purchase.
Buying criteria are the common attributes or factors that customers consider when choosing one product or service over another.
A buying committee is a group of individuals within an organization responsible for making purchasing decisions, particularly in the context of B2B sales.
Buyer's remorse is the sense of regret experienced after making a purchase, often associated with expensive items like vehicles or real estate.
The buyer's journey is the process that potential customers go through before purchasing a product or service.
The buyer journey is the process customers go through to become aware of, consider, and decide to purchase a new product or service.
Buyer intent is a measure of a customer's likelihood to purchase a product or service, based on their engagement patterns and behaviors that suggest readiness to buy.
Buyer behavior refers to the decisions and actions people undertake when purchasing products or services for individual or group use.
A buyer, also known as a purchasing agent, is a professional responsible for acquiring products and services for companies, either for resale or operational use.
Business-to-consumer (B2C) refers to the process of selling products and services directly between a business and consumers who are the end-users of its products or services.
Business-to-business (B2B) refers to transactions between businesses, such as those between a manufacturer and wholesaler or a wholesaler and retailer, rather than between a company and individual consumer.
Business Intelligence (BI) in marketing is the use of customer data to better target specific marketing campaigns towards the most beneficial audience groups.
B2B intent data providers are specialized firms that collect and analyze data to reveal the purchasing intent of businesses.
B2B Intent Data is information about web users' content consumption and behavior that illustrates their interests, current needs, and what and when they're in the market to buy.
A B2B demand generation strategy is a marketing approach aimed at building brand awareness and nurturing relationships with prospects throughout the buyer's journey.
B2B demand generation is a marketing process aimed at building brand awareness and nurturing relationships with prospects throughout the buyer's journey.
A Customer Data Platform (CDP) is a software that collects and consolidates data from multiple sources, creating a centralized customer database containing information on all touchpoints and interactions with a product or service.
Customer Data Management (CDM) is a strategic approach to handling customer data, including acquisition, storage, organization, and utilization.
Customer data analysis, also known as customer analytics, is the process of collecting and analyzing customer data to gain insights on customer behavior.
Customer churn rate, also known as the rate of attrition, is the percentage of customers who stop doing business with an entity within a given time period.
Customer centricity is the ability of individuals within an organization to understand their customers' situations, perceptions, and expectations, placing the customer at the center of all decisions related to delivering products, services, and experiences.
Consultative sales is a customer-centric approach where sales representatives act more like advisors than traditional salespeople, focusing on understanding the customer's needs and pain points before recommending tailored solutions.
B2B data solutions refer to the collection, management, and analysis of information that benefits business-to-business companies, particularly their sales, marketing, and revenue operations teams
The Consideration Buying Stage is a phase in the buyer's journey where potential customers have identified their problem and are actively researching various solutions, including a business's products or services.
A B2B Data Platform is a specialized type of software that enables businesses to manage, integrate, and analyze data specifically from business-to-business (B2B) interactions.
The Compounded Annual Growth Rate (CAGR) is the rate of return required for an investment to grow from its beginning balance to its ending balance over a specified period, assuming profits are reinvested at the end of each period.
Compliance testing, also known as conformance testing, is a type of software testing that determines whether a software product, process, computer program, or system meets a defined set of internal or external standards before it's released into production.
A complex sale, also known as an enterprise sale, refers to large-scale deals involving corporate businesses that are characterized by higher price points, extended sales cycles, and the involvement of multiple stakeholders to mitigate significant buyer risk.
B2B Data Erosion refers to the gradual degradation of the accuracy and quality of business-to-business (B2B) data over time.
A competitive landscape refers to the array of options available to customers other than a company's product, including competitors' products and other types of customer solutions.
B2B Data Enrichment is the process of enhancing and refining raw data with additional information to create a more valuable and useful dataset.
Competitive Intelligence (CI) helps companies understand their competitive environment, identify opportunities and challenges, and develop effective strategies to outperform rivals.
A competitive analysis is a strategy that involves researching major competitors to gain insight into their products, sales, and marketing tactics.
B2B data, or business-to-business data, refers to any information that benefits B2B companies, particularly their sales, marketing, and revenue operations teams.
A competitive advantage refers to factors that allow a company to produce goods or services better or more cheaply than its rivals, enabling it to generate more sales or superior margins compared to its market competitors.
Commission is a form of compensation paid to an employee for completing a specific task, typically selling a certain number of products or services.
A B2B contact base is a collection of information about businesses and their key decision-makers, which companies use to establish and maintain relationships with other businesses.
A cold email is an unsolicited message sent to someone with whom the sender has no prior relationship, aiming to gain a benefit such as sales, opportunities, or other mutual advantages.
B2B Buyer Intent Data is information about web users' content consumption and behavior that illustrates their interests, current needs, and what and when they're in the market to buy.
A cold call is the solicitation of a potential customer who has had no prior interaction with a salesperson.
Cohort analysis is an analytical technique that categorizes data into groups, or cohorts, with common characteristics for easier analysis.
The Awareness Buying Stage is the initial phase of the buyer's journey, where potential customers become aware of a problem or pain point and seek informational resources to understand, frame, and name their issue.
Clustering is the process of grouping a set of objects in such a way that objects in the same group, or cluster, are more similar to each other than to those in other groups.
Cloud storage is a cloud computing model that enables users to store data and files on remote servers managed by a cloud service provider, which can be accessed, managed, and maintained over the internet.
The Average Selling Price (ASP) refers to the typical price at which a certain class of goods or services is sold.
Cloud-based CRM (Customer Relationship Management) is a software solution hosted in the cloud, accessible over the internet.
Average Revenue per User (ARPU) is a critical metric used by companies, particularly in the telecommunications, technology, and subscription-based industries, to gauge the revenue generated per user over a specific period.
A Closing Ratio is a metric that compares the number of sales prospects engaged by a sales team to the number of deals successfully closed.
Average Revenue per Account (ARPA) is a metric that measures the revenue generated per account, typically calculated on a monthly or yearly basis.
A Closed Won is a sales term used when a prospect has signed a contract or made a purchase, officially becoming a customer.
A closed question is a type of question that asks respondents to choose from a distinct set of pre-defined responses, such as "yes/no" or multiple-choice options.
Average Order Value (AOV) is a metric that tracks the average dollar amount spent each time a customer places an order on a website or mobile app.
A Closed Opportunity, often referred to as a Closed Opp, is a term used in sales to describe a customer project that has reached its conclusion, either won or lost.
A Closed Lost is a term used in sales to indicate that a potential deal with a prospect has ended, and the sale will not be made.
Average Customer Life refers to the average duration of the relationship between a customer and a business, typically measured from the first to the last order.
ClickFunnels is an online tool designed to help entrepreneurs build high-converting websites and sales funnels, generate leads, sell products, and manage various aspects of their online business without needing multiple confusing tools.
Audience targeting is a strategic approach used by marketers to segment consumers based on specific criteria to deliver more personalized and effective marketing messages.
Click-Through Rate (CTR) is a metric that measures how often people who see an ad or free product listing click on it, calculated by dividing the number of clicks an ad receives by the number of times the ad is shown (impressions), then multiplying the result by 100 to get a percentage.
CI/CD stands for Continuous Integration and Continuous Deployment or Continuous Delivery. It is a methodology that automates the integration, testing, delivery, and deployment of software changes.
Artificial Intelligence in Sales refers to the use of AI technologies to automate repetitive tasks, enhance sales performance, and provide valuable insights for sales teams.
Churn, also known as the churn rate or rate of attrition, is the rate at which customers stop doing business with a company, typically expressed as a percentage of service subscribers who discontinue their subscriptions within a given time period.
API security refers to the practice of protecting application programming interfaces (APIs) from attacks that could exploit them to steal sensitive data or disrupt services.
An Application Programming Interface (API) is a software interface that enables different computer programs or components to communicate with each other, serving as a bridge that offers services to other software components.
Business Intelligence (BI) is a set of strategies and technologies used for analyzing business information and transforming it into actionable insights that inform strategic and tactical business decisions.
A Business Development Representative (BDR) is a professional responsible for generating new opportunities for a business by creating long-term value from customers, markets, and relationships.
Application Performance Management (APM) is the process of monitoring and managing the performance and availability of software applications.
Browser compatibility refers to the ability of a website, web application, or HTML design to function properly on various web browsers available in the market.
A break-even point is a critical financial metric that represents the level at which a business's total costs and total revenues are equal, resulting in neither profit nor loss.
An Applicant Tracking System (ATS) is a software solution that helps companies organize and manage candidates for hiring and recruitment purposes.
Branded keywords are search terms that include a brand name, product name, or variations thereof, directly associated with a specific company, product, or service.
Brand equity refers to the value premium a company generates from a product with a recognizable name compared to a generic equivalent.
Brand awareness is a marketing term that refers to the degree to which consumers recognize and remember a product or service by its name, as well as the positive perceptions that distinguish it from competitors.
An API, or Application Programming Interface, is a mechanism that enables two software components to communicate with each other using a set of definitions and protocols.
A Brag Book is a portfolio, leave-behind, or interview presentation binder that job seekers use to showcase their accomplishments, document their educational credentials, training, and professional development.
Annual Recurring Revenue (ARR) is a financial metric that represents the money a business expects to receive annually from subscriptions or contracts, normalized for a single calendar year.
A bounce rate is the percentage of visitors who leave a webpage without taking any action, such as clicking on a link, filling out a form, or making a purchase.
The Bottom of the Funnel (BoFu) represents the final decision-making stage in the customer journey, where prospects are converted into paying customers.
Big Data refers to large and complex data sets from various sources that traditional data processing software cannot handle.
Below the Line (BTL) marketing refers to a set of promotional strategies that target specific audiences through non-mass media channels, such as direct mail, email, events, and social media.
Behavioral analytics is the process of utilizing artificial intelligence and big data analytics to analyze user behavioral data, identifying patterns, trends, anomalies, and insights that enable appropriate actions.
Batch processing is a method computers use to periodically complete high-volume, repetitive data jobs, processing tasks like backups, filtering, and sorting in batches, often during off-peak times, to utilize computing resources more efficiently.
The BANT framework is a sales technique used to qualify leads during discovery calls, focusing on four key aspects: Budget, Authority, Need, and Timeline.
A ballpark is a term used to describe an approximate figure or range that is close to the correct amount or number but not exact.
Bad leads are prospects with a low likelihood of converting into paying customers, often referred to as "tire-kickers."
The BAB (Before-After-Bridge) formula is a copywriting framework primarily used in email marketing campaigns to increase conversions by focusing on the customer's wants and needs.
The business-to-business-to-consumer (B2B2C) model is a partnership where businesses sell products to retailers while also gaining valuable data directly from the consumers who purchase those goods.
.svg)
