Predictive Lead Scoring

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

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

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

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

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

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

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

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

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

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

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

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

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

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

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

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

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

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

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

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

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

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

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

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

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

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

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

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

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

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

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.

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

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

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

Sales conversion rate is the percentage of prospects who take a desired action, like making a purchase, turning them into customers.

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.

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.

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

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.

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

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

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

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

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

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

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

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

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

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

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

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

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

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.

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

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

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

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

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

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

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

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

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

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

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

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

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

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

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

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

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

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

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