Sales Enablement

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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.

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

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

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

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

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

A weighted sales pipeline forecasts revenue by assigning a closing probability to each deal, giving a more accurate picture of potential income.

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

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

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

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

Objection handling is the process of responding to a prospect's concerns or hesitations about a product or service to move a deal forward.

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

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

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

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

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

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.

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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

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

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

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

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

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

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

Escalations are the process of moving a customer issue or sales opportunity to a more senior or specialized team member for resolution.

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

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

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

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

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

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

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

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

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

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

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

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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

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

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

A/B testing is a method of comparing two versions of something, like a webpage or email, to determine which one performs better with your audience.

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

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

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

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

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

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

Learn about B2B demand generation strategy, including key elements of demand generation, & crafting your demand generation plan.

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

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

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

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

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

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

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

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

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

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

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

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

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

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

A sales demonstration is a presentation showing a prospect how a product or service works and how it can solve their specific problems.

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

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

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

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

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

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

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

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.