Customer Buying Signals

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

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

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

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

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.

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

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

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

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

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

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

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

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

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

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

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

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

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

A weighted sales pipeline forecasts revenue by assigning a closing probability to each deal, giving a more accurate picture of potential income.

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

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

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

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

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

Data privacy is an individual's right to control their personal information, including how it's collected, processed, stored, and shared.

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

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

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.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

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

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

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

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

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

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

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

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

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

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

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.

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

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

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

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

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

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

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

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

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

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

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

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

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

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

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

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.

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

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

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

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

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

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

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

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

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

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

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

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

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

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

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

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

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

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

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

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

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

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

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

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

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

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

“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.