Accessibility Testing

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

XML (Extensible Markup Language) is a markup language for encoding documents in a format that is both human-readable and machine-readable.

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

Sales conversion rate is the percentage of prospects who take a desired action, like making a purchase, turning them into customers.

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

Software as a Service (SaaS) is a cloud-based model where users subscribe to an application and access it over the internet.

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.