Interactive Voice Response

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

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

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

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

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

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

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

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

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

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

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

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

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

Learn about B2B demand generation strategy, including key elements of demand generation, & crafting your demand generation plan.

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

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

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

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.

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

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

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

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

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

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

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

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

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

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

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

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

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

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

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

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

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

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

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

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

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

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

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

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

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

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

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

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

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

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

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

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

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

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.

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

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

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.

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

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

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

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

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

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

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

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

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

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

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.