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

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

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

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.

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

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.

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.

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

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

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

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

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

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

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

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

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

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

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

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

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

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.

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

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

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

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

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

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

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

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

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

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

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

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

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

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

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

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

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

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

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

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

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

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

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

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

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

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

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

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

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

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

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

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

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

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

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

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

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

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

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

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

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

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

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

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

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

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

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

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

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

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

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

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

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.