Pipeline coverage is a metric that compares the total value of opportunities in your sales pipeline to your revenue target, expressed as a ratio. It measures whether you have enough potential deals in progress to reliably hit quota.
Outbound-led growth is a go-to-market strategy where a company actively reaches out to prospects via cold outreach, direct mail, advertising, and sales engagement rather than relying primarily on inbound marketing to generate leads.
Demand capture is a go-to-market strategy focused on identifying and converting prospects who are already actively searching for solutions to their problem, rather than attempting to create new demand for a product or category.
Conversation intelligence is a technology that automatically records, transcribes, and analyzes sales calls and meetings to extract insights about what's working and what's not in your selling approach.
Churn prediction in B2B is the use of machine learning and data analysis to forecast which customers are at high risk of leaving or not renewing their contract, enabling proactive retention efforts before a customer actually leaves.
Channel partner marketing in B2B is a go-to-market strategy where a company leverages resellers, systems integrators, technology partners, or referral partners to distribute products and reach customers, rather than selling exclusively through a direct sales force.
Account velocity is a metric that measures how quickly an opportunity or customer account moves through your sales pipeline or expands revenue, combining the rate of progress with financial impact.
An account health score is a numerical rating that measures the likelihood a customer will remain with your company, expand spending, or churn, based on behavioral and engagement signals.
A sales engagement platform is software that automates, orchestrates, and measures repetitive sales activities-like calls, emails, and tasks-to increase rep productivity and deal velocity.
Revenue intelligence is a category of software that ingests data from sales, marketing, and customer success systems to surface predictive insights about deal risk, expansion opportunity, and revenue outcomes.
Pipeline coverage is the ratio of active sales pipeline to revenue quota, measuring whether your sales organization has enough opportunities in the funnel to reliably hit target revenue.
Outbound-led growth is a go-to-market motion where a business deliberately targets specific accounts and buyers through direct outreach (email, phone, LinkedIn) rather than waiting for inbound demand to arrive.