Hot Leads

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

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

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

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

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

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

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

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

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

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

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

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

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

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

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

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

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

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 sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

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.

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

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

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

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.

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

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

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

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

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

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

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

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

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

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

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

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

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.

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

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

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

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

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

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

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

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

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

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

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

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

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

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

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

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

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

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

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

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

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.

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

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.

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

Custom Metadata Types store application configurations as metadata. This makes them easily deployable between different Salesforce environments.

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

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

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

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

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

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

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

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.

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

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

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

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

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

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

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

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

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.