Platform as a Service

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

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

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

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

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

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

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

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

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

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

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

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

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

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

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

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

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

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

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

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

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

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

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

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

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

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

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

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

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

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

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

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.

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

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

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

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

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

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

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

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

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

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

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

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

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

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

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

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

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

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

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

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

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

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

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

"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.

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

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

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

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

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

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

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

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

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

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

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

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

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

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

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

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

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.