Master Service Agreement

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

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

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

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.

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

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

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

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

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

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

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

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

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.

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

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

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

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.

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

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

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

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

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

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

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

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

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

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

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

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

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

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

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

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

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

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

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

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

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

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

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

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

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

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

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

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.

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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

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

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

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

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.

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

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.

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

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.

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

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

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

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

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

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

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

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

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

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

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

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

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

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

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

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

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

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

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

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

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

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

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.