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The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

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

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

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

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

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

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

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

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

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

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

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

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

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list of high-value accounts.

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

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

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

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

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

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

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

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

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

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

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

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

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

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

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

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

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

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

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

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

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

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

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

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

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

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

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

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

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

A Sales Qualified Lead (SQL) is a prospect vetted by marketing and sales, deemed ready for a direct sales pitch after showing intent to buy.

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

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

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

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

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

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

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

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.

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

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

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

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

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

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

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

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

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

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

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

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

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

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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

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

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

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

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

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

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

Custom Metadata Types store application configurations as metadata. This makes them easily deployable between different Salesforce environments.

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

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

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.

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

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

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

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

Smarketing is the process of aligning your sales and marketing teams. This integration focuses on shared goals to improve lead quality and drive revenue.