Functional Testing

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

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

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

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

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

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

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

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.

Video hosting is a service that allows users to upload, store, and share video content online, making it accessible for playback anywhere.

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

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

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

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

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

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

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.

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

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

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

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

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

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

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

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

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

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

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.

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

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

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

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

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

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

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

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

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

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

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

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.

XML (Extensible Markup Language) is a markup language for encoding documents in a format that is both human-readable and machine-readable.

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

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

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

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

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

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

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

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

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

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

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

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

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

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

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

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

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

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

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

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

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

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

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

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

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

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

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

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

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

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

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

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

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

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

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

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

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

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

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

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