Business Process Management

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

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

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

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

Objection handling in sales is the process of responding to a prospect's concerns about a product or service to move the deal forward.

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

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

Digital Rights Management (DRM) is technology that controls access to copyrighted digital content, restricting its use, modification, and distribution.

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

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

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

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

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

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

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

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

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

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

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

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

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

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

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

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

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

"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.

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

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

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

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

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

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

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

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

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

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

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

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

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

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

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

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

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

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.

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

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

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list of high-value accounts.

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

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

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

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

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.

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

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

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

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.

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

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.

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

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

A/B testing is a method of comparing two versions of something, like a webpage or email, to determine which one performs better with your audience.

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

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

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.

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

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

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

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

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

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

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

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

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

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

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

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

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

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

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

“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.

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

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.

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

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