Opportunity Management

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

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

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

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

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

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

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

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

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

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

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

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

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

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

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

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

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

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

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

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

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

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

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.

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

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

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

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

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

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

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.

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.

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

Objection handling in sales is the process of responding to a prospect's concerns about a product or service to move the deal forward.

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

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

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

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.

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

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

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

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

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

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

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

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

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

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

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

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

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

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

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

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.

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.

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

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

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

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

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

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

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

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

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

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

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.

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

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

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

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

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

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

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

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

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

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.