Programmatic Advertising

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

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

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

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

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

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

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

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

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

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

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

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

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

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

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

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

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

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

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

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

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

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

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

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

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

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

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

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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.

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

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

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

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

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

Software as a Service (SaaS) is a cloud-based model where users subscribe to an application and access it over the internet.

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

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

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

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

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

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

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

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

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

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

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

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

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

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

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

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

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

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

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

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.

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

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

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

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

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

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

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.

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

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

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

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

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

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

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

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

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

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

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

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

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

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

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

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

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.