Champion/Challenger Test

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

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

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

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

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

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

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.

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

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

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

"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.

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

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

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

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

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

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

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

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

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

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

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

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

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

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

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

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

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

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

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

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

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

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

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

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

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

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

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.

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

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

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

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

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

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

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

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

“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.

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

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.

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

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

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

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

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

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

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

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

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

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

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

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

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

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.

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

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

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

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

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

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

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

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

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 commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

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

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