B2B Sales

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

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

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

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.

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

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

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

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

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

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

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

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

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

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

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

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

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.

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

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

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

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

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

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.

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

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

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

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

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

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.

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

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

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

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.

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

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

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

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

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.

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

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

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

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

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

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

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

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

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

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

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

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

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

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

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

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

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

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

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

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

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

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

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

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

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

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

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

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

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

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

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

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

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

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

A sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.

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

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

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

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

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

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.