GPCTBA/C&I

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

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

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

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

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

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

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

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

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

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

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

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

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

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

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

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

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

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.

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

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

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

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

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

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

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

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

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

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

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

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

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

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

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.

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

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

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

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

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

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

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

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

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

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

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

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

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

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

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

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

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

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 payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

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

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

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

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

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

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

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

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

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

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

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

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

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

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

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

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

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

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

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

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

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

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

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

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

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

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

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