Inside Sales Metrics

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

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

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

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

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

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.

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

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

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

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

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.

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

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

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

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

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

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

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

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

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

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

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

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

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

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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

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

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

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

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.

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

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

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

Sales conversion rate is the percentage of prospects who take a desired action, like making a purchase, turning them into customers.

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

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

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.

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

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

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

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

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

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

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

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

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

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

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.

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

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

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

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

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

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

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

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

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

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

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.

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

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

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

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

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

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

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.

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

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.

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

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

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

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

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

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.

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

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

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

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

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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.

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

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

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

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.