Sales Automation

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

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

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.

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

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.

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

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

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

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

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

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

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

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

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

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

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

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

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

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

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

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

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

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

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

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.

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

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

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

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

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

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

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

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

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 enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

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

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

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.

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

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

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

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

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

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

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

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

Digital Rights Management (DRM) is technology that controls access to copyrighted digital content, restricting its use, modification, and distribution.

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

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

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

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

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

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

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

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

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

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

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

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

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

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

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

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

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.

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

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

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.

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

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.

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

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

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

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

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

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

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

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

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