DMP

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

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

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

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

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

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

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

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

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

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

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

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

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

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

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

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

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

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

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

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

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

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

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

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

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

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

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

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

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

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

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

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

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

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

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

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.

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

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

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

Sales conversion rate is the percentage of prospects who take a desired action, like making a purchase, turning them into customers.

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

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

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

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

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

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

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

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

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

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

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

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.

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

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

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

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

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

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

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

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

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

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

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

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

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

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

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

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

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

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

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

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

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

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

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

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.

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

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

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

Learn about B2B demand generation strategy, including key elements of demand generation, & crafting your demand generation plan.

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

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

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

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

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

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

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