Bottom of the Funnel

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

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

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

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.

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

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

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

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

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

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

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

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

“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.

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

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

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

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

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

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

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

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

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

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

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

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

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

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

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

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

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

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

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

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

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

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

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

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

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

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

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

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

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

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

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

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

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

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

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

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

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

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

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

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

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

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

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

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

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

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

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

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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

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

Smarketing is the process of aligning your sales and marketing teams. This integration focuses on shared goals to improve lead quality and drive revenue.

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

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

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

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.

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

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

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

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.