Event Marketing

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

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.

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

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

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

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

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

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

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

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

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

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

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

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

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

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

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

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

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

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

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

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

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

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

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

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

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

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

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.

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

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

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

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

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

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

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

Software as a Service (SaaS) is a cloud-based model where users subscribe to an application and access it over the internet.

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

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

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

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

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

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

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

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

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

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

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

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

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

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

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

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

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

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

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

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

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

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

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

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

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

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

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

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

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.

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

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

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

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

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

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

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

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.