Operational CRM

A persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

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

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

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

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

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

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

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

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

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

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.

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

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

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

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

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

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

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

Video hosting is a service that allows users to upload, store, and share video content online, making it accessible for playback anywhere.

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

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

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

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

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

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

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

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.

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

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

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

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

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.

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

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

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

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

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

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

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

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

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

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

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

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

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

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

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

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

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

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

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

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

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

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.

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

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

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

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

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

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

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

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

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

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

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

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

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

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

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

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

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

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

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

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

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

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

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

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

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

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

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

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

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

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

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.