Product Champion

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

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

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

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

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

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

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

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

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

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

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

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

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

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.

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

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

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

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

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

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

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

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

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

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

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

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

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

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

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

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

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

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

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

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.

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

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

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

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

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

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

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

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

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

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

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

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

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

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

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

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

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

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

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

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

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

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

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

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

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

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

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.

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

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

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

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

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

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

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

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

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

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

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

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

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

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

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

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

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.

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

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

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

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

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

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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