Performance Monitoring

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.

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

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

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

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.

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

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

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

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

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

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

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

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

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

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

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

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

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

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

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

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

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

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

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

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

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

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

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

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.

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

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

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

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

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

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

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

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

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

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.

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

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

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

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

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

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

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

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

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

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

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

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

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

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

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

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

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

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

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

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

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

XML (Extensible Markup Language) is a markup language for encoding documents in a format that is both human-readable and machine-readable.

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

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

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

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

A sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.