Buying Signal

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

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

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.

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

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

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

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

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.

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

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.

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

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

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

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

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

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

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

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

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

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

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

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

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

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

A Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

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.

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

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

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

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

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

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

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

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

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

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

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

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

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

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

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

Video hosting is a service that allows users to upload, store, and share video content online, making it accessible for playback anywhere.

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

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

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

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

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

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

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

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

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

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

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

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

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

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

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

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

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

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

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

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

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

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

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

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

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

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

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

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

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

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

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

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.

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

Escalations are the process of moving a customer issue or sales opportunity to a more senior or specialized team member for resolution.

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

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

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

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

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

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

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

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