Forward Revenue

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

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

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

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

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

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

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

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

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

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

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.

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

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

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

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

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

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

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

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

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

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

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

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

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

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

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

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

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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.

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

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

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

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

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

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.

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

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

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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

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

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

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

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

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

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

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

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

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

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

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

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

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

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

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

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

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

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

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

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

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

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

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

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

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

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

A sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.