Forecasting

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

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

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

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

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

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

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 persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

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

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

A Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

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

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

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

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

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

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

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

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

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

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

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

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

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.

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

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

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

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.

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

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

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

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

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

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

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

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

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

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

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

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

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

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

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

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.

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

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

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

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

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

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

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

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

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

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

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

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

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

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

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

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.

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

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

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

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

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

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

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

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

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

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

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

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

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

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