Application Programming Interface Security

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

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

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

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

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

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

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

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

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

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

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

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

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.

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

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

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

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

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

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

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

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

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

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

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

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

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

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

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

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

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

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

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

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

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

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

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

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.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

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

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

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

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

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.

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

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

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

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

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

A Sales Qualified Lead (SQL) is a prospect vetted by marketing and sales, deemed ready for a direct sales pitch after showing intent to buy.

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

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

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

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

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

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

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

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

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

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

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

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

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

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

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

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

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

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

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.

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.