Inside Sales

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

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

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

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.

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

A persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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

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

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

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

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

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

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

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

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

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

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.

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

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

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

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

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

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

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

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

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

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

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

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

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

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

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

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

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

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

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

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

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

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.

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

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

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.

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

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

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

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

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

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

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

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

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

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

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

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

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.

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

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

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

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

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

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

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

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.

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

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

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

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

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

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

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.

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

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

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.

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

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

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

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

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.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

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

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

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.