Buying Signal

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

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

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

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

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

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

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

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

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

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

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

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

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

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

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

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

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

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

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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

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

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

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

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

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

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

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

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.

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

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

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

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

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

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

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

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

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

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

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

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.

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

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

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

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

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

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.

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

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

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

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

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.

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

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

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

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

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

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

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

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

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

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

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

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

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

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

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

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

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

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

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.