Resources / Glossary

Revenue AI Glossary

No salesperson wants to waste time pursuing leads who have little likelihood to buy from...

What Is Outbound Sales? Outbound sales is a proactive sales approach in which sellers initiate...

What Is Inbound Sales? Inbound sales is a customer-centric approach that focuses on attracting and...

What Is Account Mapping? Account mapping is a practice that enables businesses to understand prospects...

What Is Pipeline Marketing? Pipeline marketing is a revenue generation strategy that shifts marketing’s focus...

Marketers could once rely on third-party cookies to track account activity and target potential customers....

Sales operations exist to ensure your sales team has the tools, resources, and information necessary...

In the business world, a KPI is a Key Performance Indicator. In the age of...

Choosing and tracking the right revenue operations KPIs (Key Performance Indicators) is a crucial way...

What is Account-Based Selling? Account-based selling is a B2B sales strategy that targets high-value accounts,...

Qualified by 6sense, a 6QA is an account that is primed for sales engagement. Due...

The measure of a vendor’s ability to match IP addresses and other anonymous digital signals...

Percentage of accounts reached where visitors came to your website within 30 days of an...

Percentage of accounts reached where visitors came to your website by clicking through an ad,...

Within the 6sense Account In-Market Stages, the Awareness stage consists of accounts that are just...

Within the 6sense Account In-Market Stages, the Consideration stage consists of accounts exhibiting more significant...

Within the 6sense Account In-Market Stages, the Decision stage consists of accounts that are at...

Within the 6sense Account In-Market Stages, the Purchase stage consists of accounts that are ready...

Generic Keywords are keywords tracked in 6sense that have a wider scope and do not...

Branded Keywords are keywords tracked in 6sense that are closely related to you or your...

A list of target accounts that is automatically updated to add new accounts that meet...

A process of evaluating, prioritizing, and assigning AE sales territories based on a daily, and...

Accounts within your IICP have been identified as the best, most likely to be won...

An approach to outreach that says we do not call a prospect unless we know...

The philosophy of eliminating all barriers for prospects to consume education and product-related content unless...

The idea that an email is not sent to a prospect unless we know what...

A visual representation of which job levels and functions are core to a given account’s...

Programmatic display campaigns rely on automated bidding on display advertising inventory in real-time, for the...

Within the 6sense Account In-Market Stages, the Target stage consists of accounts that are essentially...

The Dark Funnel is a ghostly data-realm packed with buyer intent information that revenue teams...

More commonly referred to as a “6sense Buying Stage,” using relevant signals of interest and...

What are Psychographics? Psychographics refers to ‌data about interests, values, lifestyles, and attitudes of an...

To compete effectively, your business needs data that’s timely, accurate, and actionable. Business Intelligence (BI)...

What Are Sales Operations KPIs? Sales Operations KPIs are metrics used to measure the performance...

What is an SDR? A sales development representative (SDR) is a frontline role responsible for...

To effectively engage customers and prospects, revenue teams need to look beyond traditional, superficial metrics....

What are Buying Signals? Buying signals are actions or indicators that suggest a potential customer...

What is Demographic Segmentation in B2B Marketing? In B2B marketing, demographic segmentation is a set...

What is B2B Marketing Attribution? B2B marketing attribution is the process of identifying and assigning...

What is a BDR? A business development representative (BDR) is an individual responsible for finding,...

What is Cross-Selling? Cross-selling is a sales technique in which a salesperson encourages a customer...

What is SaaS? Software as a service (SaaS) is a software delivery model that provides...

What is a Sales Funnel? A sales funnel is a visual representation of the customer...

Customer experience (CX) is the overall impression a customer has when interacting with a brand,...

What is Lead Qualification? Lead qualification is the process of identifying and assessing potential customers...

What is a Customer Lifecycle? The customer lifecycle is the journey a customer goes through...

What is B2B Data Erosion? B2B data erosion, a phenomenon also known as data decay,...

What are Buying Signals? Buying signals are indicators that help identify potential buyers. Examples of...

What is Sales Enablement? Sales enablement is the process of providing sales teams with the...

What is Upselling? Upselling is a sales technique used to encourage customers to purchase an...

What is a Sales Pipeline? A sales pipeline is a visual representation of the sales...

What is Sales Acceleration? Sales acceleration is the practice of using technology and data-driven insights...

What is a KPI? KPI stands for Key Performance Indicator, which is a metric that...

What is ROI? ROI stands for Return on Investment. ROI is a measure of profitability,...

What is Bounce Rate? Bounce rate is a marketing metric used to measure the percentage...

What is Revenue Forecasting? Revenue forecasting is the process of predicting the future income or...

What is a Serviceable Available Market (SAM)? Serviceable Available Market (SAM) is the portion of...

What is Customer Churn Rate? Customer churn rate meaures the proportion of customers who stop...

What is Monopolistic Competition? Monopolistic competition is a market structure where multiple firms offer similar...

What is Net Promoter Score (NPS)? Net Promoter Score (NPS) is a metric used to...

What is Customer Lifetime Value? Customer Lifetime Value (CLV) is the amount a company earns...

What is a Serviceable Obtainable Market (SOM)? Serviceable Obtainable Market is the amount of a...

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