Price Optimization

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

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

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

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

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

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

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

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

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

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.

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

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

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

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.

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

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

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

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.

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.

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

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

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

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

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

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

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

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

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

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

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

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

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

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

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

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

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

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

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

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

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

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

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

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

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

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

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

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

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.

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

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

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

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

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

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

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

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

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

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

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

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

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

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

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

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

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

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

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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

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

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

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

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

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

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

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

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

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

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

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

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.

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

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

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

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

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

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.