Customer Experience

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

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

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

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 competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

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

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

“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.

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

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

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

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

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

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

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

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.

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

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

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

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

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.

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

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

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

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

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.

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

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

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

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

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

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

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

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

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

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

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

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

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

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

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

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

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

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

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.

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

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

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

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

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.

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

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

A Sales Qualified Lead (SQL) is a prospect vetted by marketing and sales, deemed ready for a direct sales pitch after showing intent to buy.

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

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

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

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

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

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.

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

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

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

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

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

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

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

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

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

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

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.

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

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

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

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

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

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

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

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

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

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