What is a Marketing Qualified Lead (MQL)?

An MQL (or Marketing Qualified Lead) is a term used in marketing and sales to describe a lead that is deemed more likely to become a customer compared to other leads, based on their engagement with the organization’s marketing campaigns.

What is a Sales Qualified Lead (SQL)?

A Sales Qualified Lead (SQL) is a prospective customer who has been researched and vetted by both the marketing and sales teams and is deemed ready for the next stage in the sales process.

What is a RevOps agency?

A RevOps agency, or Revenue Operations agency, is a specialized business entity that focuses on maximizing an organization’s revenue potential. It achieves this by aligning marketing, sales, and customer service operations, implementing efficient processes, and leveraging technology to drive growth and enhance profitability.

What does a CRO (Chief Revenue Officer) do?

A Chief Revenue Officer (CRO) is an executive overseeing all revenue-generating processes within an organization. The role encompasses overseeing and optimizing operations, sales, corporate development, pricing, and revenue management to drive business growth.

What Does Breaking Down Silos Mean in B2B Marketing and Sales?

Breaking down silos in B2B marketing and sales refers to the process of enhancing communication and collaboration between marketing and sales teams. It involves eliminating barriers that prevent these teams from sharing information, aligning their goals, and working together towards a common objective.

What Is Sales Acceleration?

Sales acceleration is the act of speeding up an organization’s sales process to turn leads into paying customers. The process includes optimizing your sales funnel and tools with a targeted content strategy, ideal client profiling, lead scoring, and lead routing.

What Are Cross-Functional Teams?

A cross-functional team is a team of individuals with diverse abilities who come together to reach a common goal of user success and revenue generation.  It’s typically composed of employees from all levels of an organization, helping in the decision-making process.

What Is Customer Revenue?

Customer revenue is the total revenue generated from your customers. It can either be in the form of one-time sales or subscription sales.

What Is Revenue Intelligence?

Revenue intelligence is the process of using artificial intelligence to analyze the metrics of every revenue-generating operation like sales and marketing. It identifies trends and opportunities to maximize revenue.

What Is An Ideal Customer Profile (ICP) In B2B Marketing?

An ideal customer profile (ICP) in B2B marketing refers to your perfect client who benefits from your product or service the most. Your ICP helps create focused sales and marketing strategies and identify the most qualified leads, resulting in more profit for your business.

How To Set Revenue Goals

Revenue goals are the financial target your business sets to plan a revenue growth strategy. As they can be measured and tracked, revenue goals allow you to have a clear picture of business growth.