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<!DOCTYPE html><html lang="en"><head><meta charSet="utf-8"/><meta name="viewport" content="width=device-width"/><title>Go-to-Market Glossary | ZoomInfo Blog</title><link rel="icon" href="/images/zoominfo_favicon.svg" sizes="32x32"/><link rel="alternate" type="application/rss+xml" href="https:/pipeline.zoominfo.com/feed.xml"/><meta name="description" content="Educate yourself with our glossary of terms related to B2B sales, marketing, and recruiting. 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value=""/><input type="hidden" name="ITBudgetFC" value=""/><input type="hidden" name="FinanceBudgetFC" value=""/><input type="hidden" name="HRBudgetFC" value=""/><input type="hidden" name="IsCanadaFC" value=""/><input type="hidden" name="IsCaliforniaFC" value=""/><input type="hidden" name="LooksLikeEUFC" value=""/><input type="hidden" name="LooksLikeCanadaFC" value=""/><input type="hidden" name="MatchSourceFC" value=""/><input type="hidden" name="FreeEmailFC" value=""/><input type="hidden" name="GenericEmailFC" value=""/><input type="hidden" name="MalformedEmailFC" value=""/></form><main class="layout__main"><main class="post page-glossary"><div class="wrapper-padding page-pt-pb"><section class="content-max-width-narrow"><div class="post__body"><article class="post__content"><div class="social-buttons"><img alt="share button" loading="lazy" width="55" height="55" decoding="async" data-nimg="1" class="social-buttons__share pointer" style="color:transparent" src="/_next/static/media/share-black-bg.a47db0b0.svg"/></div><div class="post__layout"><div class="post__text"><div id="main-content"> <div class='wl-vocabulary'> <nav class='wl-vocabulary-alphabet-nav'> <a href="#wl-vocabulary-0-A">A</a><a href="#wl-vocabulary-0-B">B</a><a href="#wl-vocabulary-0-C">C</a><a href="#wl-vocabulary-0-D">D</a><a href="#wl-vocabulary-0-E">E</a><span class="wl-vocabulary-widget-disabled">F</span><a href="#wl-vocabulary-0-G">G</a><a href="#wl-vocabulary-0-H">H</a><a href="#wl-vocabulary-0-I">I</a><a href="#wl-vocabulary-0-J">J</a><a href="#wl-vocabulary-0-K">K</a><a href="#wl-vocabulary-0-L">L</a><a href="#wl-vocabulary-0-M">M</a><a href="#wl-vocabulary-0-N">N</a><a href="#wl-vocabulary-0-O">O</a><a href="#wl-vocabulary-0-P">P</a><span class="wl-vocabulary-widget-disabled">Q</span><a href="#wl-vocabulary-0-R">R</a><a href="#wl-vocabulary-0-S">S</a><a href="#wl-vocabulary-0-T">T</a><a href="#wl-vocabulary-0-U">U</a><span class="wl-vocabulary-widget-disabled">V</span><a href="#wl-vocabulary-0-W">W</a><span class="wl-vocabulary-widget-disabled">X</span><span class="wl-vocabulary-widget-disabled">Y</span><a href="#wl-vocabulary-0-Z">Z</a><a href="#wl-vocabulary-0-#">#</a> </nav> <div class='wl-vocabulary-grid'> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-A"> <aside class="wl-vocabulary-left-column">A</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/sales/account-based-selling">A Beginner’s Guide to Account-Based Selling</a></li><li><a href="https://pipeline.zoominfo.com/sales/sales-account-management-growth">Account Management</a></li><li><a href="https://pipeline.zoominfo.com/marketing/data-account-based-marketing">Account-Based Marketing (ABM)</a></li><li><a href="https://pipeline.zoominfo.com/recruiting/ai-human-resources">AI in HR: How Machine Learning is Changing Human Resources</a></li><li><a href="https://pipeline.zoominfo.com/sales/sales-territory-mapping">An SDR’s Field Guide to Sales Territory Mapping</a></li><li><a href="https://pipeline.zoominfo.com/marketing/how-to-segment-audiences">Audience Segmentation</a></li><li><a href="https://pipeline.zoominfo.com/marketing/audience-segmentation-trends-in-digital-marketing">Audience Segmentation</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-B"> <aside class="wl-vocabulary-left-column">B</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/operations/b2b-data-provider">B2B Data Provider</a></li><li><a href="https://pipeline.zoominfo.com/marketing/b2b-marketing-strategy">B2B Marketing Strategy</a></li><li><a href="https://pipeline.zoominfo.com/marketing/big-data-email-marketing">Big Data and Your Email Marketing Campaign</a></li><li><a href="https://pipeline.zoominfo.com/recruiting/boolean-searches-for-recruiters">Boolean Search</a></li><li><a href="https://pipeline.zoominfo.com/marketing/b2b-brand-storytelling">Brand Storytelling</a></li><li><a href="https://pipeline.zoominfo.com/sales/business-development-vs-sales-striking-the-right-balance-for-your-growth">Business Development vs. Sales</a></li><li><a href="https://pipeline.zoominfo.com/sales/zoominfo-uk-business-intelligence">Business Intelligence</a></li><li><a href="https://pipeline.zoominfo.com/marketing/marketing-buyer-personas">Buyer Persona</a></li><li><a href="https://pipeline.zoominfo.com/marketing/flywheel-buyers-journey">Buying Journey</a></li><li><a href="https://pipeline.zoominfo.com/sales/buying-signals">Buying Signals</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-C"> <aside class="wl-vocabulary-left-column">C</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/recruiting/9-proven-ways-to-improve-candidate-experience">Candidate Experience</a></li><li><a href="https://pipeline.zoominfo.com/recruiting/is-sourcing-dying-or-just-morphing">Candidate Sourcing</a></li><li><a href="https://pipeline.zoominfo.com/recruiting/celebrating-black-history-month-at-zoominfo">Celebrating Black History Month at ZoomInfo</a></li><li><a href="https://pipeline.zoominfo.com/marketing/customer-churn-data">Churn Rate</a></li><li><a href="https://pipeline.zoominfo.com/sales/selling-to-cios">CIOs</a></li><li><a href="https://pipeline.zoominfo.com/sales/being-cool-to-cold-calling">Cold Calling</a></li><li><a href="https://pipeline.zoominfo.com/marketing/content-mapping-marketing">Content Mapping</a></li><li><a href="https://pipeline.zoominfo.com/sales/conversation-intelligence-deals">Conversation Intelligence</a></li><li><a href="https://pipeline.zoominfo.com/marketing/what-is-conversational-marketing">Conversational Marketing</a></li><li><a href="https://pipeline.zoominfo.com/marketing/cookieless-future">Cookieless Tracking</a></li><li><a href="https://pipeline.zoominfo.com/operations/sales-company-hierarchy-data">Corporate Hierarchy Data</a></li><li><a href="https://pipeline.zoominfo.com/marketing/crm-automation">CRM Automation</a></li><li><a href="https://pipeline.zoominfo.com/operations/crm-hygiene">CRM Hygiene</a></li><li><a href="https://pipeline.zoominfo.com/sales/cross-selling-opportunities">Cross-Selling</a></li><li><a href="https://pipeline.zoominfo.com/sales/customer-acquisition-funnel">Customer Acquisition Funnel</a></li><li><a href="https://pipeline.zoominfo.com/marketing/customer-intelligence-strategy">Customer Intelligence</a></li><li><a href="https://pipeline.zoominfo.com/sales/customer-lifecycle">Customer Lifecycle</a></li><li><a href="https://pipeline.zoominfo.com/marketing/customer-lifetime-value">Customer Lifetime Value (CLV)</a></li><li><a href="https://pipeline.zoominfo.com/marketing/build-customer-loyalty">Customer Loyalty</a></li><li><a href="https://pipeline.zoominfo.com/marketing/what-is-customer-profiling-in-marketing">Customer Profiling</a></li><li><a href="https://pipeline.zoominfo.com/sales/crm-strategy">Customer Relationship Management (CRM)</a></li><li><a href="https://pipeline.zoominfo.com/sales/improving-customer-retention">Customer Retention</a></li><li><a href="https://pipeline.zoominfo.com/marketing/customer-segmentation">Customer Segmentation</a></li><li><a href="https://pipeline.zoominfo.com/marketing/customer-surveys">Customer Surveys</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-D"> <aside class="wl-vocabulary-left-column">D</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/operations/what-is-data-as-a-service">Data as a Service (DaaS): Fueling Go-to-Market Growth</a></li><li><a href="https://pipeline.zoominfo.com/sales/modern-data-compliance">Data Compliance</a></li><li><a href="https://pipeline.zoominfo.com/marketing/b2b-data-decay">Data Decay</a></li><li><a href="https://pipeline.zoominfo.com/operations/data-deduplication-why-it-matters-benefits-use-cases">Data Deduplication: Why It Matters, Benefits & Use Cases</a></li><li><a href="https://pipeline.zoominfo.com/operations/what-is-data-enrichment">Data Enrichment</a></li><li><a href="https://pipeline.zoominfo.com/operations/data-governance">Data Governance</a></li><li><a href="https://pipeline.zoominfo.com/marketing/data-hygiene-best-practices">Data Hygiene</a></li><li><a href="https://pipeline.zoominfo.com/marketing/dynamic-data">Data is Dynamic</a></li><li><a href="https://pipeline.zoominfo.com/marketing/company-data-loss-stories">Data Loss Stories: How to Backup & Recover Saved Databases</a></li><li><a href="https://pipeline.zoominfo.com/operations/data-management-effective-gtm">Data Management</a></li><li><a href="https://pipeline.zoominfo.com/operations/what-is-data-normalization">Data Normalization</a></li><li><a href="https://pipeline.zoominfo.com/operations/what-is-data-orchestration-the-modern-approach-to-business-intelligence">Data Orchestration</a></li><li><a href="https://pipeline.zoominfo.com/marketing/data-privacy-terminology-101">Data Privacy</a></li><li><a href="https://pipeline.zoominfo.com/operations/data-quality-enrich">Data Quality</a></li><li><a href="https://pipeline.zoominfo.com/operations/how-to-break-down-data-silos">Data Silos</a></li><li><a href="https://pipeline.zoominfo.com/marketing/data-insights-alignment-how-smartsheet-maximizes-win-rates">Data, Insights, Alignment: How Smartsheet Maximizes Win Rates</a></li><li><a href="https://pipeline.zoominfo.com/operations/what-is-daas">Data-as-a-Service (DaaS)</a></li><li><a href="https://pipeline.zoominfo.com/marketing/improving-data-quality-in-crm">Database Maintenance</a></li><li><a href="https://pipeline.zoominfo.com/operations/6-benefits-of-using-database-management-systems-dbms">Database Management System (DBMS)</a></li><li><a href="https://pipeline.zoominfo.com/sales/deal-intelligence-scoops">Deal Intelligence</a></li><li><a href="https://pipeline.zoominfo.com/marketing/demand-generation">Demand Generation</a></li><li><a href="https://pipeline.zoominfo.com/sales/direct-dials">Direct Dials</a></li><li><a href="https://pipeline.zoominfo.com/marketing/direct-mail-campaigns">Direct Mail</a></li><li><a href="https://pipeline.zoominfo.com/operations/dirty-data-bottom-line">Dirty Data</a></li><li><a href="https://pipeline.zoominfo.com/sales/discretionary-effort">Discretionary Effort</a></li><li><a href="https://pipeline.zoominfo.com/sales/extroverts-and-introverts-in-sales">Do Extroverts Or Introverts Make Better Sales Leaders?</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-E"> <aside class="wl-vocabulary-left-column">E</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/marketing/nurture-email-automation">Email Automation</a></li><li><a href="https://pipeline.zoominfo.com/recruiting/employer-brand">Employer Brand</a></li><li><a href="https://pipeline.zoominfo.com/marketing/enterprise-crm">Enterprise CRM</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-G"> <aside class="wl-vocabulary-left-column">G</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/sales/zoominfo-community-edition-getting-past-the-gate-keepers">Gatekeepers</a></li><li><a href="https://pipeline.zoominfo.com/marketing/how-to-build-gtm-strategy">Go-to-Market Strategy</a></li><li><a href="https://pipeline.zoominfo.com/marketing/got-a-chatbot-heres-how-to-make-sure-it-matters">Got a Chatbot? Here鈥檚 How to Make Sure it Matters</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-H"> <aside class="wl-vocabulary-left-column">H</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/sales/how-generative-ai-is-transforming-go-to-market">How Generative AI is Transforming Go-to-Market</a></li><li><a href="https://pipeline.zoominfo.com/marketing/marketing-swimlanes-sales-development">How Swim Lanes Get Marketing, Sales Development, and Sales More Wins</a></li><li><a href="https://pipeline.zoominfo.com/marketing/go-to-market-strategy">How to Build a Successful Go-to-Market Strategy</a></li><li><a href="https://pipeline.zoominfo.com/marketing/b2b-content-calendar">How to Create a Comprehensive B2B Content Calendar</a></li><li><a href="https://pipeline.zoominfo.com/sales/small-business-lead-generation">How to Create a Lead Generation Strategy for SMBs</a></li><li><a href="https://pipeline.zoominfo.com/sales/do-not-call-lists">How to Manage Do Not Call Lists In Your Privacy Compliance Strategy</a></li><li><a href="https://pipeline.zoominfo.com/sales/selling-to-cfo">How to Sell to the CFO: a Step-by-Step Guide</a></li><li><a href="https://pipeline.zoominfo.com/sales/data-enrichment-api">How to use APIs to update and enrich your data</a></li><li><a href="https://pipeline.zoominfo.com/sales/how-to-write-one-great-cold-email">How to Write One Great Cold Email</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-I"> <aside class="wl-vocabulary-left-column">I</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/marketing/ideal-customer-profile">Ideal Customer Profile (ICP)</a></li><li><a href="https://pipeline.zoominfo.com/sales/what-is-intent-data-and-how-to-use-it">Intent Data</a></li><li><a href="https://pipeline.zoominfo.com/marketing/global-marketing-strategy">International Marketing</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-J"> <aside class="wl-vocabulary-left-column">J</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/recruiting/job-title-inflation-whats-in-a-name">Job Title Inflation: What鈥檚 in a Name?</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-K"> <aside class="wl-vocabulary-left-column">K</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/marketing/marketing-kpis">Key Performance Indicators (KPIs)</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-L"> <aside class="wl-vocabulary-left-column">L</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/marketing/landing-page-marketing">Landing Page</a></li><li><a href="https://pipeline.zoominfo.com/sales/lead-generation">Lead Generation</a></li><li><a href="https://pipeline.zoominfo.com/marketing/lead-management-process">Lead Management Systems</a></li><li><a href="https://pipeline.zoominfo.com/sales/lead-qualification">Lead Qualification</a></li><li><a href="https://pipeline.zoominfo.com/marketing/lead-scoring">Lead Scoring</a></li><li><a href="https://pipeline.zoominfo.com/marketing/lookalike-audience-targeting">Lookalike Modeling</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-M"> <aside class="wl-vocabulary-left-column">M</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/marketing/market-intelligence">Market Intelligence</a></li><li><a href="https://pipeline.zoominfo.com/marketing/b2b-marketing-attribution-modeling">Marketing Attribution</a></li><li><a href="https://pipeline.zoominfo.com/marketing/marketing-automation">Marketing Automation</a></li><li><a href="https://pipeline.zoominfo.com/marketing/how-to-stand-out-at-a-trade-show">Marketing Booth</a></li><li><a href="https://pipeline.zoominfo.com/marketing/manage-maximize-marketing-budget">Marketing Budget</a></li><li><a href="https://pipeline.zoominfo.com/marketing/lead-qualification-marketing">Marketing Qualified Leads (MQLs)</a></li><li><a href="https://pipeline.zoominfo.com/sales/mergers-and-acquisitions-how-to-acquire-for-capabilities">Mergers and Acquisitions: How to Acquire for Capabilities</a></li><li><a href="https://pipeline.zoominfo.com/marketing/marketing-support-sales-multi-threading">Multi-Threading</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-N"> <aside class="wl-vocabulary-left-column">N</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/marketing/business-naics-code-directory">NAICS Code Directory for Sales and Marketing Teams</a></li><li><a href="https://pipeline.zoominfo.com/marketing/net-promoter-score">Net Promoter Score</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-O"> <aside class="wl-vocabulary-left-column">O</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/sales/how-to-use-org-charts">Org Chart</a></li><li><a href="https://pipeline.zoominfo.com/recruiting/employee-appreciation-day">Out of Office: ZoomInfo Launches Employee Appreciation Day</a></li><li><a href="https://pipeline.zoominfo.com/sales/what-is-outbound-sales">Outbound Sales</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-P"> <aside class="wl-vocabulary-left-column">P</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/marketing/customer-pain-points">Pain Points</a></li><li><a href="https://pipeline.zoominfo.com/recruiting/passive-recruiting-techniques">Passive Recruiting</a></li><li><a href="https://pipeline.zoominfo.com/marketing/point-in-time-data-live-data">Point-in-Time Data</a></li><li><a href="https://pipeline.zoominfo.com/sales/predictive-intelligence">Predictive Intelligence</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-R"> <aside class="wl-vocabulary-left-column">R</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/recruiting/recruiting-metrics">Recruiting Metrics</a></li><li><a href="https://pipeline.zoominfo.com/recruiting/recruitment-funnel">Recruitment Funnel</a></li><li><a href="https://pipeline.zoominfo.com/recruiting/recruitment-management-systems">Recruitment Management System (RMS)</a></li><li><a href="https://pipeline.zoominfo.com/recruiting/cultivating-an-effective-recruitment-marketing-strategy">Recruitment Marketing</a></li><li><a href="https://pipeline.zoominfo.com/recruiting/recruitment-process">Recruitment Process</a></li><li><a href="https://pipeline.zoominfo.com/marketing/referral-marketing-guide">Referral Marketing</a></li><li><a href="https://pipeline.zoominfo.com/marketing/relationship-intelligence-data">Relationship Intelligence</a></li><li><a href="https://pipeline.zoominfo.com/operations/revenue-operations">Revenue Operations (RevOps)</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-S"> <aside class="wl-vocabulary-left-column">S</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/sales/saas-sales-model">SaaS (Software as a Service)</a></li><li><a href="https://pipeline.zoominfo.com/marketing/sales-marketing-alignment">Sales and Marketing Alignment</a></li><li><a href="https://pipeline.zoominfo.com/sales/sales-automation">Sales Automation Software</a></li><li><a href="https://pipeline.zoominfo.com/sales/sales-cycle-tips">Sales Cycle</a></li><li><a href="https://pipeline.zoominfo.com/sales/software-sales-demo-tips">Sales Demo</a></li><li><a href="https://pipeline.zoominfo.com/sales/sales-forecasting">Sales Forecasting</a></li><li><a href="https://pipeline.zoominfo.com/sales/data-driven-sales-funnel">Sales Funnel</a></li><li><a href="https://pipeline.zoominfo.com/sales/b2b-sales-incentives">Sales Incentives</a></li><li><a href="https://pipeline.zoominfo.com/sales/sales-intelligence">Sales Intelligence</a></li><li><a href="https://pipeline.zoominfo.com/sales/sales-objections">Sales Objections</a></li><li><a href="https://pipeline.zoominfo.com/sales/sales-process-optimization">Sales Process</a></li><li><a href="https://pipeline.zoominfo.com/sales/sales-prospecting">Sales Prospecting</a></li><li><a href="https://pipeline.zoominfo.com/sales/sales-qualification-questions">Sales Qualification</a></li><li><a href="https://pipeline.zoominfo.com/sales/sales-territory-plan">Sales Territory Plan</a></li><li><a href="https://pipeline.zoominfo.com/sales/sales-workflow-automation-data">Sales Workflow</a></li><li><a href="https://pipeline.zoominfo.com/sales/core-competency-sales-program">Selling in 2021: Why You Need to Invest in a Core Competency Program</a></li><li><a href="https://pipeline.zoominfo.com/marketing/sentiment-analysis">Sentiment Analysis</a></li><li><a href="https://pipeline.zoominfo.com/marketing/b2b-social-media-strategy">Social Media Strategy</a></li><li><a href="https://pipeline.zoominfo.com/sales/b2b-social-selling">Social Selling</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-T"> <aside class="wl-vocabulary-left-column">T</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/recruiting/talent-acquisition">Talent Acquisition</a></li><li><a href="https://pipeline.zoominfo.com/sales/build-tech-stack">Tech Stack</a></li><li><a href="https://pipeline.zoominfo.com/sales/target-prospects-using-technographics">Technographics</a></li><li><a href="https://pipeline.zoominfo.com/sales/the-anatomy-of-a-lead-why-web-forms-are-big-business">The Anatomy of a Lead: Why Web Forms are Big Business</a></li><li><a href="https://pipeline.zoominfo.com/sales/gdpr-compliance-guide">The B2B Guide to GDPR: Common Questions and Expert Answers</a></li><li><a href="https://pipeline.zoominfo.com/marketing/corporate-social-responsibility">The Beginner’s Guide to Corporate Social Responsibility</a></li><li><a href="https://pipeline.zoominfo.com/recruiting/great-remote-work-culture">The Six Essentials of a Great Remote Work Culture</a></li><li><a href="https://pipeline.zoominfo.com/marketing/b2b-content-audit">The Step-by-Step Guide to a B2B Content Audit</a></li><li><a href="https://pipeline.zoominfo.com/marketing/email-marketing-benefits">Three High-Impact Benefits of Email Marketing</a></li><li><a href="https://pipeline.zoominfo.com/marketing/how-to-calculate-total-addressable-market">Total Addressable Market (TAM)</a></li><li><a href="https://pipeline.zoominfo.com/marketing/trade-show-roi">Trade Shows</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-U"> <aside class="wl-vocabulary-left-column">U</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/recruiting/use-org-charts-to-identify-hidden-talent-within-company-hierarchies">Use org charts to identify hidden talent within company hierarchies</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-W"> <aside class="wl-vocabulary-left-column">W</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/recruiting/business-case-career-development">Want to Keep Your Employees? Invest in Career Development</a></li><li><a href="https://pipeline.zoominfo.com/sales/how-to-differentiate-between-warm-and-hot-leads">Warm Lead</a></li><li><a href="https://pipeline.zoominfo.com/sales/web3-startups-hiring">Web3 Startup Hiring Survived the Pandemic. Is This the End?</a></li><li><a href="https://pipeline.zoominfo.com/marketing/webinar-metrics">Webinars</a></li><li><a href="https://pipeline.zoominfo.com/marketing/cpra-marketers-data">What Does the CPRA Mean for Marketers’ Data?</a></li><li><a href="https://pipeline.zoominfo.com/sales/wringing-the-most-out-of-winloss-analyses">Win/Loss Analysis</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-Z"> <aside class="wl-vocabulary-left-column">Z</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/sales/zoominfo-microsoft-dynamics-365-integration">ZoomInfo Brings its Data and Features Straight into Dynamics 365</a></li> </ul> </div> </div> <div class="wl-vocabulary-letter-block" id="wl-vocabulary-0-#"> <aside class="wl-vocabulary-left-column">#</aside> <div class="wl-vocabulary-right-column"> <ul class="wl-vocabulary-items-list"> <li><a href="https://pipeline.zoominfo.com/marketing/global-demand-generation-strategy">3 Ways to Create a More Precise, Efficient Global Demand Generation Strategy</a></li><li><a href="https://pipeline.zoominfo.com/sales/360-degree-customer-view">360-Degree Customer View</a></li><li><a href="https://pipeline.zoominfo.com/sales/b2b-sales-value-proposition">4 Steps for Creating a B2B Value Proposition and Connecting With Your Prospect</a></li><li><a href="https://pipeline.zoominfo.com/sales/storytelling-in-sales">5 Simple Tips for Storytelling in Sales [+Example]</a></li><li><a href="https://pipeline.zoominfo.com/marketing/word-of-mouth-marketing">5 Ways to Leverage Word-of-Mouth Marketing in a Digital Age</a></li><li><a href="https://pipeline.zoominfo.com/marketing/multichannel-marketing-statistics">50+ Essential Multichannel Marketing Statistics</a></li><li><a href="https://pipeline.zoominfo.com/marketing/mobile-marketing-statistics">54 B2B Mobile Marketing Statistics for 2020</a></li><li><a href="https://pipeline.zoominfo.com/recruiting/social-recruiting-mistakes">8 of the Biggest Social Recruiting Mistakes and How to Avoid Them</a></li><li><a href="https://pipeline.zoominfo.com/marketing/content-marketing-statistics">90+ Important B2B Content Marketing Statistics</a></li> </ul> </div> </div> </div> </div> </div></div><aside class="post__side-bar"><div class="banner-cta"><section class="content-max-width"><div class="banner-cta__container dark-grey "><div class="banner-cta__content content-max-width-narrow"><div class="banner-cta__text white">Unlock Insights. 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href=\"#wl-vocabulary-0-C\"\u003eC\u003c/a\u003e\u003ca href=\"#wl-vocabulary-0-D\"\u003eD\u003c/a\u003e\u003ca href=\"#wl-vocabulary-0-E\"\u003eE\u003c/a\u003e\u003cspan class=\"wl-vocabulary-widget-disabled\"\u003eF\u003c/span\u003e\u003ca href=\"#wl-vocabulary-0-G\"\u003eG\u003c/a\u003e\u003ca href=\"#wl-vocabulary-0-H\"\u003eH\u003c/a\u003e\u003ca href=\"#wl-vocabulary-0-I\"\u003eI\u003c/a\u003e\u003ca href=\"#wl-vocabulary-0-J\"\u003eJ\u003c/a\u003e\u003ca href=\"#wl-vocabulary-0-K\"\u003eK\u003c/a\u003e\u003ca href=\"#wl-vocabulary-0-L\"\u003eL\u003c/a\u003e\u003ca href=\"#wl-vocabulary-0-M\"\u003eM\u003c/a\u003e\u003ca href=\"#wl-vocabulary-0-N\"\u003eN\u003c/a\u003e\u003ca href=\"#wl-vocabulary-0-O\"\u003eO\u003c/a\u003e\u003ca href=\"#wl-vocabulary-0-P\"\u003eP\u003c/a\u003e\u003cspan class=\"wl-vocabulary-widget-disabled\"\u003eQ\u003c/span\u003e\u003ca href=\"#wl-vocabulary-0-R\"\u003eR\u003c/a\u003e\u003ca href=\"#wl-vocabulary-0-S\"\u003eS\u003c/a\u003e\u003ca href=\"#wl-vocabulary-0-T\"\u003eT\u003c/a\u003e\u003ca href=\"#wl-vocabulary-0-U\"\u003eU\u003c/a\u003e\u003cspan class=\"wl-vocabulary-widget-disabled\"\u003eV\u003c/span\u003e\u003ca href=\"#wl-vocabulary-0-W\"\u003eW\u003c/a\u003e\u003cspan class=\"wl-vocabulary-widget-disabled\"\u003eX\u003c/span\u003e\u003cspan class=\"wl-vocabulary-widget-disabled\"\u003eY\u003c/span\u003e\u003ca href=\"#wl-vocabulary-0-Z\"\u003eZ\u003c/a\u003e\u003ca href=\"#wl-vocabulary-0-#\"\u003e#\u003c/a\u003e\t\t\t\u003c/nav\u003e\n\t\t\t\u003cdiv class='wl-vocabulary-grid'\u003e\n\t\t\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-A\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eA\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/account-based-selling\"\u003eA Beginner\u0026#8217;s Guide to Account-Based Selling\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/sales-account-management-growth\"\u003eAccount Management\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/data-account-based-marketing\"\u003eAccount-Based Marketing (ABM)\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/recruiting/ai-human-resources\"\u003eAI in HR: How Machine Learning is Changing Human Resources\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/sales-territory-mapping\"\u003eAn SDR\u0026#8217;s Field Guide to Sales Territory Mapping\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/how-to-segment-audiences\"\u003eAudience Segmentation\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/audience-segmentation-trends-in-digital-marketing\"\u003eAudience Segmentation\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-B\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eB\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/operations/b2b-data-provider\"\u003eB2B Data Provider\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/b2b-marketing-strategy\"\u003eB2B Marketing Strategy\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/big-data-email-marketing\"\u003eBig Data and Your Email Marketing Campaign\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/recruiting/boolean-searches-for-recruiters\"\u003eBoolean Search\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/b2b-brand-storytelling\"\u003eBrand Storytelling\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/business-development-vs-sales-striking-the-right-balance-for-your-growth\"\u003eBusiness Development vs. Sales\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/zoominfo-uk-business-intelligence\"\u003eBusiness Intelligence\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/marketing-buyer-personas\"\u003eBuyer Persona\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/flywheel-buyers-journey\"\u003eBuying Journey\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/buying-signals\"\u003eBuying Signals\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-C\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eC\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/recruiting/9-proven-ways-to-improve-candidate-experience\"\u003eCandidate Experience\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/recruiting/is-sourcing-dying-or-just-morphing\"\u003eCandidate Sourcing\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/recruiting/celebrating-black-history-month-at-zoominfo\"\u003eCelebrating Black History Month at ZoomInfo\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/customer-churn-data\"\u003eChurn Rate\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/selling-to-cios\"\u003eCIOs\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/being-cool-to-cold-calling\"\u003eCold Calling\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/content-mapping-marketing\"\u003eContent Mapping\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/conversation-intelligence-deals\"\u003eConversation Intelligence\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/what-is-conversational-marketing\"\u003eConversational Marketing\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/cookieless-future\"\u003eCookieless Tracking\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/operations/sales-company-hierarchy-data\"\u003eCorporate Hierarchy Data\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/crm-automation\"\u003eCRM Automation\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/operations/crm-hygiene\"\u003eCRM Hygiene\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/cross-selling-opportunities\"\u003eCross-Selling\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/customer-acquisition-funnel\"\u003eCustomer Acquisition Funnel\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/customer-intelligence-strategy\"\u003eCustomer Intelligence\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/customer-lifecycle\"\u003eCustomer Lifecycle\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/customer-lifetime-value\"\u003eCustomer Lifetime Value (CLV)\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/build-customer-loyalty\"\u003eCustomer Loyalty\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/what-is-customer-profiling-in-marketing\"\u003eCustomer Profiling\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/crm-strategy\"\u003eCustomer Relationship Management (CRM)\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/improving-customer-retention\"\u003eCustomer Retention\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/customer-segmentation\"\u003eCustomer Segmentation\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/customer-surveys\"\u003eCustomer Surveys\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-D\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eD\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/operations/what-is-data-as-a-service\"\u003eData as a Service (DaaS): Fueling Go-to-Market Growth\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/modern-data-compliance\"\u003eData Compliance\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/b2b-data-decay\"\u003eData Decay\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/operations/data-deduplication-why-it-matters-benefits-use-cases\"\u003eData Deduplication: Why It Matters, Benefits \u0026amp; Use Cases\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/operations/what-is-data-enrichment\"\u003eData Enrichment\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/operations/data-governance\"\u003eData Governance\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/data-hygiene-best-practices\"\u003eData Hygiene\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/dynamic-data\"\u003eData is Dynamic\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/company-data-loss-stories\"\u003eData Loss Stories: How to Backup \u0026#038; Recover Saved Databases\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/operations/data-management-effective-gtm\"\u003eData Management\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/operations/what-is-data-normalization\"\u003eData Normalization\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/operations/what-is-data-orchestration-the-modern-approach-to-business-intelligence\"\u003eData Orchestration\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/data-privacy-terminology-101\"\u003eData Privacy\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/operations/data-quality-enrich\"\u003eData Quality\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/operations/how-to-break-down-data-silos\"\u003eData Silos\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/data-insights-alignment-how-smartsheet-maximizes-win-rates\"\u003eData, Insights, Alignment: How Smartsheet Maximizes Win Rates\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/operations/what-is-daas\"\u003eData-as-a-Service (DaaS)\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/improving-data-quality-in-crm\"\u003eDatabase Maintenance\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/operations/6-benefits-of-using-database-management-systems-dbms\"\u003eDatabase Management System (DBMS)\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/deal-intelligence-scoops\"\u003eDeal Intelligence\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/demand-generation\"\u003eDemand Generation\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/direct-dials\"\u003eDirect Dials\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/direct-mail-campaigns\"\u003eDirect Mail\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/operations/dirty-data-bottom-line\"\u003eDirty Data\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/discretionary-effort\"\u003eDiscretionary Effort\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/extroverts-and-introverts-in-sales\"\u003eDo Extroverts Or Introverts Make Better Sales Leaders?\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-E\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eE\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/nurture-email-automation\"\u003eEmail Automation\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/recruiting/employer-brand\"\u003eEmployer Brand\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/enterprise-crm\"\u003eEnterprise CRM\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-G\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eG\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/zoominfo-community-edition-getting-past-the-gate-keepers\"\u003eGatekeepers\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/how-to-build-gtm-strategy\"\u003eGo-to-Market Strategy\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/got-a-chatbot-heres-how-to-make-sure-it-matters\"\u003eGot a Chatbot? Here鈥檚 How to Make Sure it Matters\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-H\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eH\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/how-generative-ai-is-transforming-go-to-market\"\u003eHow Generative AI is Transforming Go-to-Market\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/marketing-swimlanes-sales-development\"\u003eHow Swim Lanes Get Marketing, Sales Development, and Sales More Wins\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/go-to-market-strategy\"\u003eHow to Build a Successful Go-to-Market Strategy\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/b2b-content-calendar\"\u003eHow to Create a Comprehensive B2B Content Calendar\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/small-business-lead-generation\"\u003eHow to Create a Lead Generation Strategy for SMBs\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/do-not-call-lists\"\u003eHow to Manage Do Not Call Lists In Your Privacy Compliance Strategy\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/selling-to-cfo\"\u003eHow to Sell to the CFO: a Step-by-Step Guide\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/data-enrichment-api\"\u003eHow to use APIs to update and enrich your data\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/how-to-write-one-great-cold-email\"\u003eHow to Write One Great Cold Email\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-I\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eI\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/ideal-customer-profile\"\u003eIdeal Customer Profile (ICP)\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/what-is-intent-data-and-how-to-use-it\"\u003eIntent Data\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/global-marketing-strategy\"\u003eInternational Marketing\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-J\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eJ\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/recruiting/job-title-inflation-whats-in-a-name\"\u003eJob Title Inflation: What鈥檚 in a Name?\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-K\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eK\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/marketing-kpis\"\u003eKey Performance Indicators (KPIs)\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-L\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eL\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/landing-page-marketing\"\u003eLanding Page\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/lead-generation\"\u003eLead Generation\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/lead-management-process\"\u003eLead Management Systems\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/lead-qualification\"\u003eLead Qualification\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/lead-scoring\"\u003eLead Scoring\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/lookalike-audience-targeting\"\u003eLookalike Modeling\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-M\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eM\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/market-intelligence\"\u003eMarket Intelligence\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/b2b-marketing-attribution-modeling\"\u003eMarketing Attribution\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/marketing-automation\"\u003eMarketing Automation\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/how-to-stand-out-at-a-trade-show\"\u003eMarketing Booth\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/manage-maximize-marketing-budget\"\u003eMarketing Budget\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/lead-qualification-marketing\"\u003eMarketing Qualified Leads (MQLs)\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/mergers-and-acquisitions-how-to-acquire-for-capabilities\"\u003eMergers and Acquisitions: How to Acquire for Capabilities\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/marketing-support-sales-multi-threading\"\u003eMulti-Threading\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-N\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eN\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/business-naics-code-directory\"\u003eNAICS Code Directory for Sales and Marketing Teams\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/net-promoter-score\"\u003eNet Promoter Score\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-O\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eO\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/how-to-use-org-charts\"\u003eOrg Chart\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/recruiting/employee-appreciation-day\"\u003eOut of Office: ZoomInfo Launches Employee Appreciation Day\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/what-is-outbound-sales\"\u003eOutbound Sales\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-P\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eP\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/customer-pain-points\"\u003ePain Points\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/recruiting/passive-recruiting-techniques\"\u003ePassive Recruiting\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/point-in-time-data-live-data\"\u003ePoint-in-Time Data\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/predictive-intelligence\"\u003ePredictive Intelligence\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-R\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eR\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/recruiting/recruiting-metrics\"\u003eRecruiting Metrics\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/recruiting/recruitment-funnel\"\u003eRecruitment Funnel\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/recruiting/recruitment-management-systems\"\u003eRecruitment Management System (RMS)\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/recruiting/cultivating-an-effective-recruitment-marketing-strategy\"\u003eRecruitment Marketing\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/recruiting/recruitment-process\"\u003eRecruitment Process\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/referral-marketing-guide\"\u003eReferral Marketing\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/relationship-intelligence-data\"\u003eRelationship Intelligence\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/operations/revenue-operations\"\u003eRevenue Operations (RevOps)\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-S\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eS\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/saas-sales-model\"\u003eSaaS (Software as a Service)\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/sales-marketing-alignment\"\u003eSales and Marketing Alignment\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/sales-automation\"\u003eSales Automation Software\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/sales-cycle-tips\"\u003eSales Cycle\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/software-sales-demo-tips\"\u003eSales Demo\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/sales-forecasting\"\u003eSales Forecasting\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/data-driven-sales-funnel\"\u003eSales Funnel\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/b2b-sales-incentives\"\u003eSales Incentives\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/sales-intelligence\"\u003eSales Intelligence\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/sales-objections\"\u003eSales Objections\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/sales-process-optimization\"\u003eSales Process\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/sales-prospecting\"\u003eSales Prospecting\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/sales-qualification-questions\"\u003eSales Qualification\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/sales-territory-plan\"\u003eSales Territory Plan\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/sales-workflow-automation-data\"\u003eSales Workflow\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/core-competency-sales-program\"\u003eSelling in 2021: Why You Need to Invest in a Core Competency Program\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/sentiment-analysis\"\u003eSentiment Analysis\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/b2b-social-media-strategy\"\u003eSocial Media Strategy\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/b2b-social-selling\"\u003eSocial Selling\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-T\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eT\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/recruiting/talent-acquisition\"\u003eTalent Acquisition\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/build-tech-stack\"\u003eTech Stack\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/target-prospects-using-technographics\"\u003eTechnographics\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/the-anatomy-of-a-lead-why-web-forms-are-big-business\"\u003eThe Anatomy of a Lead: Why Web Forms are Big Business\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/gdpr-compliance-guide\"\u003eThe B2B Guide to GDPR: Common Questions and Expert Answers\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/corporate-social-responsibility\"\u003eThe Beginner\u0026#8217;s Guide to Corporate Social Responsibility\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/recruiting/great-remote-work-culture\"\u003eThe Six Essentials of a Great Remote Work Culture\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/b2b-content-audit\"\u003eThe Step-by-Step Guide to a B2B Content Audit\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/email-marketing-benefits\"\u003eThree High-Impact Benefits of Email Marketing\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/how-to-calculate-total-addressable-market\"\u003eTotal Addressable Market (TAM)\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/trade-show-roi\"\u003eTrade Shows\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-U\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eU\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/recruiting/use-org-charts-to-identify-hidden-talent-within-company-hierarchies\"\u003eUse org charts to identify hidden talent within company hierarchies\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-W\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eW\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/recruiting/business-case-career-development\"\u003eWant to Keep Your Employees? Invest in Career Development\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/how-to-differentiate-between-warm-and-hot-leads\"\u003eWarm Lead\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/web3-startups-hiring\"\u003eWeb3 Startup Hiring Survived the Pandemic. Is This the End?\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/webinar-metrics\"\u003eWebinars\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/cpra-marketers-data\"\u003eWhat Does the CPRA Mean for Marketers\u0026#8217; Data?\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/wringing-the-most-out-of-winloss-analyses\"\u003eWin/Loss Analysis\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-Z\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003eZ\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/zoominfo-microsoft-dynamics-365-integration\"\u003eZoomInfo Brings its Data and Features Straight into Dynamics 365\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\n\t\t\t\u003cdiv class=\"wl-vocabulary-letter-block\" id=\"wl-vocabulary-0-#\"\u003e\n\t\t\t\t\u003caside class=\"wl-vocabulary-left-column\"\u003e#\u003c/aside\u003e\n\t\t\t\t\u003cdiv class=\"wl-vocabulary-right-column\"\u003e\n\t\t\t\t\t\u003cul class=\"wl-vocabulary-items-list\"\u003e\n\t\t\t\t\t\t\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/global-demand-generation-strategy\"\u003e3 Ways to Create a More Precise, Efficient Global Demand Generation Strategy\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/360-degree-customer-view\"\u003e360-Degree Customer View\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/b2b-sales-value-proposition\"\u003e4 Steps for Creating a B2B Value Proposition and Connecting With Your Prospect\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/storytelling-in-sales\"\u003e5 Simple Tips for Storytelling in Sales [+Example]\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/word-of-mouth-marketing\"\u003e5 Ways to Leverage Word-of-Mouth Marketing in a Digital Age\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/multichannel-marketing-statistics\"\u003e50+ Essential Multichannel Marketing Statistics\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/mobile-marketing-statistics\"\u003e54 B2B Mobile Marketing Statistics for 2020\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/recruiting/social-recruiting-mistakes\"\u003e8 of the Biggest Social Recruiting Mistakes and How to Avoid Them\u003c/a\u003e\u003c/li\u003e\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/content-marketing-statistics\"\u003e90+ Important B2B Content Marketing Statistics\u003c/a\u003e\u003c/li\u003e\n\t\t\t\t\t\u003c/ul\u003e\n\t\t\t\t\u003c/div\u003e\n\t\t\t\u003c/div\u003e\n\t\t\t\t\t\u003c/div\u003e\n\t\t\u003c/div\u003e\n\t\t\n\n","title":"Go-to-Market Glossary","pageGlossary":{"__typename":"Page_Pageglossary","subtitle":"Your reference for B2B success","text":"Educate yourself with our deep glossary of terms related to B2B sales, marketing, and recruiting. Learn lingo on sales techniques, data management, branding, and more!"},"sidebarGeneral":{"__typename":"Page_Sidebargeneral","sidebar":{"__typename":"Page_Sidebargeneral_Sidebar","relatedPost":[{"__typename":"Post","id":"cG9zdDoxNDM4NQ==","title":"What is Intent Data? How to Turn Signals into Action","uri":"/sales/what-is-intent-data-and-how-to-use-it"},{"__typename":"Post","id":"cG9zdDoxOTQ2NA==","title":"Sales Prospecting Strategy Guide: 4 Steps to Find More Prospects","uri":"/sales/sales-prospecting"},{"__typename":"Post","id":"cG9zdDoyNzM2NA==","title":"What is Revenue Operations and How Does it Fit in Modern Business?","uri":"/operations/revenue-operations"}]}}}},"__N_SSP":true},"page":"/glossary","query":{},"buildId":"hsxe1emtA_-V3_VSdD_Ta","isFallback":false,"isExperimentalCompile":false,"gssp":true,"scriptLoader":[]}</script></body></html>