Accounts Payable

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

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

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

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

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

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

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

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

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

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

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

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

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

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 business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

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

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

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

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

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

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

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

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

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

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

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

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

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

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

Objection handling in sales is the process of responding to a prospect's concerns about a product or service to move the deal forward.

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

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

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

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

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

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

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

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

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

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

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

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

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

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

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

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

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.