Inside Sales Metrics

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

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

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

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

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

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

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

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

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

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

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

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

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

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

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

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

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

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

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

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

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

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

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.

Objection handling is the process of responding to a prospect's concerns or hesitations about a product or service to move a deal forward.

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.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

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

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

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

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.

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

A/B testing is a method of comparing two versions of something, like a webpage or email, to determine which one performs better with your audience.

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

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

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

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

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

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

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

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

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

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

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

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

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

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

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

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.

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.

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

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

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

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

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

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

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

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

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

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

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

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

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

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

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

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

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.

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

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

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

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

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

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

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

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

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

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

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

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

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

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

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

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