Incident Response

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

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

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

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

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

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

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

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 tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

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

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

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

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

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

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

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

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

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.

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

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

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

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list of high-value accounts.

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

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

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

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

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

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

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

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

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

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

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

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

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

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

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

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

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

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

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.

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

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

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

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

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.

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

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.

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

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

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

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

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

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

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

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

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

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

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

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

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

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

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

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

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

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

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

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

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

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

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

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 sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

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

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

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

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

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

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

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

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.