Competitive Landscape

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

Learn about sales partnerships, including building effective sales partnerships, types of sales partnership models, benefits of cultivating sales partnership.

Learn about sales territory planning, including strategies for successful territory planning, & key components of territory planning.

Learn about persona-based marketing, including crafting your ideal customer persona, & the impact of persona-based marketing.

Learn about PPC, including crafting effective PPC ad campaigns, key benefits of PPC advertising, comparing PPC with organic search, and optimizing your PPC strategy.

Learn about text message marketing, including its definition, key benefits, strategies, best practices, compliance tips, and examples of successful campaigns.

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

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

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

Learn about sales enablement content, including crafting compelling sales enablement content, & essential components of effective sales content.

Learn about precision targeting, including implementing precision targeting strategies, & benefits of precision targeting in sales.

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

Learn about robotic process automation, including benefits of robotic process automation, & implementing RPA in outbound sales.

Learn about trade shows, including maximizing your trade show impact, & trade show vs. virtual expos: understanding the difference.

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

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

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

Learn about tire-kicker, including identifying tire-kickers in sales, strategies to engage tire-kickers, & converting tire-kickers to buyers.

Learn about yield management, including benefits of implementing yield management, & essential components of yield management.

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

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.

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

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

Learn about video messaging, including benefits of video messaging in sales, crafting engaging video messages, & video messaging vs. traditional email.

Learn about sales operations analytics, including key components of sales operations analytics, & implementing sales operations analytics effectively.

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

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.

Learn about personalization in sales, including strategies for effective personalization, & key benefits of sales personalization.

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.

Learn about pain point, including identifying pain points in sales, strategies to alleviate customer pain points, & pain points vs. customer needs.

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

Learn about point of contact, including identifying your point of contact, effective communication strategies, roles and responsibilities of a point of c.

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

Learn about sales team management, including key principles of effective sales team management, & building high-performing sales teams.

Learn about statement of work, including key components of a statement of work, & crafting an effective statement of work.

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

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

Learn about platform as a service, including key benefits of platform as a service, choosing the right PaaS solution, PaaS vs. SaaS vs. IaaS.

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

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

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

“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 process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

Learn about sales pipeline management, including key elements of sales pipeline management, & steps to optimize pipeline efficiency.

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

Learn about soft sell, including keys to mastering soft sell techniques, benefits of choosing soft sell over hard sell, & implementing soft sell in your sales strategy.

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

Learn about signaling, including key principles of effective signaling, understanding signaling in sales contexts, strategies for improving your signaling t.

Learn about self-service SaaS model, including benefits of the self-service model, & key features of a successful self-service SaaS.

Learn about programmatic display campaign, including how programmatic display campaigns work, & benefits of programmatic display advertising.

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

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

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

Learn about reverse logistics, including understanding the reverse logistics process, & benefits of implementing reverse logistics.

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

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

Learn about sales kickoff, including planning a successful sales kickoff, key elements of a sales kickoff, & sales kickoff vs. regular sales meetings.

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

Learn about sales engineer, including roles and responsibilities of a sales engineer, & becoming a successful sales engineer.

Learn about value chain, including key elements of value chain, building an efficient value chain, & value chain vs. supply chain.

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

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

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

Learn about serviceable obtainable market, including calculating serviceable obtainable market, & key factors influencing serviceable obtainable market.

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

Learn about sales key performance indicators, including identifying crucial sales KPIs, & establishing effective sales KPI goals.

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.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

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

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

Learn about performance plan, including creating a successful performance plan, & essential elements of a performance plan.

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

Learn about social selling, including benefits of social selling, steps to implement social selling, & social selling vs. traditional selling.

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

Learn about touchpoints, including maximizing touchpoint efficacy, types of sales touchpoints, & optimizing customer journey through touchpoints.

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.

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.

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

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

Learn about territory management, including strategies for effective territory management, & best practices in territory management.

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

Learn about sales champion, including identifying your sales champion, qualities of an effective sales champion, sales champion vs. sales representative.

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

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

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

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

Learn about sales plan template, including crafting an effective sales plan, key components of a sales plan, sales plan vs. marketing strategy.

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

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

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

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

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

Learn about SOAP API, including benefits of SOAP API, how SOAP API works, SOAP API vs. REST API, and common use cases for SOAP API.