Account Mapping

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.

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

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

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

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

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

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

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

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

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

AppExchange is Salesforce's cloud marketplace, offering a vast ecosystem of apps and expert services to extend Salesforce functionality.

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

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

Learn about B2B demand generation strategy, including key elements of demand generation, & crafting your demand generation plan.

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

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

Yield management is a dynamic pricing strategy that adjusts prices based on demand to maximize revenue from a fixed, perishable inventory.

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

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

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

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

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

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

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

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

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

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

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

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

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

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

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

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

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

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

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

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

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

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

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

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

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

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

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list of high-value accounts.

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

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

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

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

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

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 landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

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

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

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

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