Accessibility Testing

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

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

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

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.

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

Digital Rights Management (DRM) is technology that controls access to copyrighted digital content, restricting its use, modification, and distribution.

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

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

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

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

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

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

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

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

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

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

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

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

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

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

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

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

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

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

A Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

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

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

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.

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.