Demand Forecasting

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

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

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

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

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

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.

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

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

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

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

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

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

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

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

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

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

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

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

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

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

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

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

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

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

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

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

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

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

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

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

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

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

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

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

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

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

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

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

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

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

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

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

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

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

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

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

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

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

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

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

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

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

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

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

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

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

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.

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

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

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

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

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

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

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

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

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

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

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

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

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.

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

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

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

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

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

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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