Chatbots

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

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

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

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

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

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

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

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

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

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

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

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

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

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

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

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

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

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

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

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

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

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

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

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

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

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

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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.

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

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

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

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

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

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

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

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.

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

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

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

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

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

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

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

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

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

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

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

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

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

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

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

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.

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

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

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

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.

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

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

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

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

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

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

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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

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

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

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

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

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

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

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

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

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

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

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.