Employee Engagement

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

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

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

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

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

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

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

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

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

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

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

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

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

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

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your 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.

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

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

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

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

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

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

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

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

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

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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

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

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

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

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

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

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

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

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

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.

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

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

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

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

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

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.

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

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

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

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

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

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

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

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

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

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

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

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

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

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

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

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

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.

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

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

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

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

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

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

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

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

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

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

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

"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.

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

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

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

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

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

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

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

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

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

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

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

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

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

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

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