Marketing Mix

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

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

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

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.

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

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

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

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

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

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

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

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

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

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

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

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

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

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.

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

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

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.

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

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

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

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

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

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

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.

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

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

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

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

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

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

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

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

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

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

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

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

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

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

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

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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

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.

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

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

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

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

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

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

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

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

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

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

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

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

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

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

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

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

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

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

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

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

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

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

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

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

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

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

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

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

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

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

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

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

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

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

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

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

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

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

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

Escalations are the process of moving a customer issue or sales opportunity to a more senior or specialized team member for resolution.