B2B Sales Process

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

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

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

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

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

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

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

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

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

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

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

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

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

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

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

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

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

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

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

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

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

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

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

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

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.

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

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

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

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

A persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

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

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

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

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

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.

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.

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

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

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

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

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

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

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

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

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

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

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

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

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

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

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

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

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.

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

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

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

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

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

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

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

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

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

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

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

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

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

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

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

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

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

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

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

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

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

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

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

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

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.

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

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

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

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

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.

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.