Click-Through Rate

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

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

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

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

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

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

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

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

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

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

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

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

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

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

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

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

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

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

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

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

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

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

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.

“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.

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

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

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

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

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

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

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

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

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

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

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

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

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

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

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

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

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

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

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

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

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

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

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

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.

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

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

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

A sales demonstration is a presentation showing a prospect how a product or service works and how it can solve their specific problems.

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

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

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

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

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

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

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

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

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

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

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

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

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

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

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.

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

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.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

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

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

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

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

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

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

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

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

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.