GTM Glossary
ROI (Return on Investment)
Return on Investment (ROI) is a financial metric used to evaluate the efficiency or profitability of an investment. It measures the return or gain from an investment relative to its cost. ROI is calculated by dividing the net profit generated by the investment by the initial cost of the investment and is usually expressed as a percentage. This metric helps investors and businesses assess the potential returns and compare the profitability of different investments.
CLV (Customer Lifetime Value)
Customer Lifetime Value (CLV) is a metric that estimates the total revenue a business can expect to earn from a customer over the entire duration of their relationship. It considers the customer's purchasing behavior, frequency, and longevity to determine the overall value they bring to the company. CLV is a critical measure for understanding the long-term profitability associated with individual customers and guiding customer relationship management strategies.
CAC(Customer Acquisition Cost)
Customer Acquisition Cost (CAC) is a metric that represents the total cost incurred by a business to acquire a new customer. It includes all expenses related to marketing and sales efforts, such as advertising, promotions, salaries of sales staff, and any other costs directly associated with the customer acquisition process. CAC is calculated by dividing the total costs spent on acquiring customers by the number of new customers gained during a specific period.
Point of Contact
A Point of Contact (POC) refers to a specific individual or department within an organization that acts as the main communication link between the organization and its clients, partners, or other external entities. The POC is responsible for managing inquiries, facilitating communication, and ensuring that information is accurately relayed between parties.
Precision Targeting
Precision Targeting is a marketing strategy that involves identifying and reaching specific segments of a target audience with tailored messages, offers, and content. By using data analytics, behavioral insights, and advanced targeting technologies, businesses can deliver highly relevant and personalized marketing efforts to individuals who are most likely to convert into customers.
End of Quarter
The End of Quarter (EOQ) refers to the conclusion of a three-month period within a fiscal year, which is typically used for financial reporting and performance assessment. Companies often divide their fiscal year into four quarters to track progress, manage budgets, and evaluate business performance. The specific months that make up each quarter vary depending on the organization’s fiscal calendar.
Talk Track
A Talk Track is a predetermined script or outline used by sales and customer service teams to guide their conversations with prospects and customers. It includes key points, questions, and responses tailored to address common customer objections, highlight product benefits, and ensure consistent messaging. Talk tracks help sales representatives stay on topic, deliver information effectively, and handle various scenarios during interactions.
Sales and Marketing Analytics
Sales and Marketing Analytics refers to the use of data analysis tools and techniques to evaluate and improve the effectiveness of sales and marketing activities. This involves collecting, processing, and analyzing data related to customer behavior, sales performance, marketing campaigns, and market trends. The insights gained from these analytics help businesses make informed decisions, optimize strategies, and enhance overall sales and marketing performance.
Contact Data
Contact Data refers to the information used to identify and communicate with individuals or organizations. This data typically includes details such as names, phone numbers, email addresses, postal addresses, and social media profiles. Contact data is essential for maintaining communication with customers, clients, leads, and stakeholders.
Net New Business
Net New Business refers to the revenue generated from new customers or clients acquired during a specific period, excluding any revenue from existing customers. It is a measure of a company's ability to expand its customer base and grow its market share. Net new business is often used as a key performance indicator (KPI) to assess the effectiveness of sales and marketing strategies aimed at attracting new business.
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