Customer Relationship Marketing

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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

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

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

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

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

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

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

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

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

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

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

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

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

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

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

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

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

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

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.

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

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

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

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.

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

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

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

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

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

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

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

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

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

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

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

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

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

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

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

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

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

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

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

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

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

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

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

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

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

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

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

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

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

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

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

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

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

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

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

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

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 Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

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

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

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

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.

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

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

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

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

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

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

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.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

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.

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

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

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

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.