Pipeline Coverage

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

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

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

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

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

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

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

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

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

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

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

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

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

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

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.

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

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

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

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

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

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

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

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

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

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

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

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

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

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

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

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

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

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

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

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

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

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

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

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

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

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

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

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

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.

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

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

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

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

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

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

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

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

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

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

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

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

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

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

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

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

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

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

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

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

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

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

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

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

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

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.