Bottom of the Funnel

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

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

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

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

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

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

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

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

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

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

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

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

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

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

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

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

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

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

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

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

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

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

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.

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

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

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

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

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

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

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

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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

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

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

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

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

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

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

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

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 data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

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

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

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

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

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

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

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

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

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

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

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

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

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.

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

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

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

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

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

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

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

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

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

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

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

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

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

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

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

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

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

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

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

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

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

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

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

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

A weighted sales pipeline forecasts revenue by assigning a closing probability to each deal, giving a more accurate picture of potential income.

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

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.

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

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

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

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

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.