Lead Generation

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.

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

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

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.

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

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

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

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

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

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

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

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

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

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

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

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

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

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.

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

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

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

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

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

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.

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

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

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

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

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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

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

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

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

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

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

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

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

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

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

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

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

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

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

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

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

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

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

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

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

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.

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

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

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

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

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

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

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

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

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.

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

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

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

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

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

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

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

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

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

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

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

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

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

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

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

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.