Closing Ratio

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

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

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.

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

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

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

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

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

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

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

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

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

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

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

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

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

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

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

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

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

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

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

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

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

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.

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.

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

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

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

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

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

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

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

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

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

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

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

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

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

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

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

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

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

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

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

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

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

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

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

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

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

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

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

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

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

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

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

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

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

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

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

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

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

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

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

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

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.

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

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

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

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

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

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.

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

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

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

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

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

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

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

XML (Extensible Markup Language) is a markup language for encoding documents in a format that is both human-readable and machine-readable.

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