Customer Relationship Management Systems

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

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

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

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

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

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

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

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

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

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

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

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

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

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

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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

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

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.

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

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

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

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

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

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

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

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

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

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

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

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

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

“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.

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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

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

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

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

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

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

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

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

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

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

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

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

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

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

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

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

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

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

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

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

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

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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

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

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

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

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

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

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

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

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

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

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

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

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

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

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

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

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