CPM

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

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

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

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

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

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

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

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

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

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

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

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

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

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

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

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

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

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

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

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

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

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

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

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

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

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

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

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

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

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.

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

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

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

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

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

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

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.

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

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

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

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

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

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

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

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

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 Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

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

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

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

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

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

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

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

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

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

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

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

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

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

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

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

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

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

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

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

A Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

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

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

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

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

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.

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

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