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A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

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

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

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

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

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.

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

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

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

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

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

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

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

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

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

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

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

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

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

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

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

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

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

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

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.

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

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

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

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

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

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

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

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

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

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

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

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

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

Data privacy is an individual's right to control their personal information, including how it's collected, processed, stored, and shared.

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

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

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

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

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

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

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

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

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

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

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

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.

A weighted sales pipeline forecasts revenue by assigning a closing probability to each deal, giving a more accurate picture of potential income.

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

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

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

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

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

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

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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

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

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

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

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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

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

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

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

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

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

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

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

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

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

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

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

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

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

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

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