Sales Automation

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

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

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

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

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

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

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 demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

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

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

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

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

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

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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

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

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

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

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

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

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

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

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

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

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

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

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

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

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

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

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

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

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

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

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.

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

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.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

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

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

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

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

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

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

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

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

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

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.

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

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

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

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

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.

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

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

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.

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 spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

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

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

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

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

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

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

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

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

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

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

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

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

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.

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

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

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

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.

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

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

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