Business Process Management

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

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.

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

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

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.

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

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.

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

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

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

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

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

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

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

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

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

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

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

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

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

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

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

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

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

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.

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

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

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

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

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

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

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

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

Custom Metadata Types store application configurations as metadata. This makes them easily deployable between different Salesforce environments.

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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

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

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

Data privacy is an individual's right to control their personal information, including how it's collected, processed, stored, and shared.

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

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

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

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

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

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

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

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

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

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

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

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

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

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

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

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

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

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

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

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

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

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

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

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

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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.

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

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

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

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

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

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

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

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

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.

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

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

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

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

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

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

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

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

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

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