Sales Enablement Technology

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

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 Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

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

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

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

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

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

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

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

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

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

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

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

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

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

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.

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

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

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

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

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

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

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

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.

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

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

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

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

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

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

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

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

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

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

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

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

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

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.

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

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

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

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

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

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

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

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

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

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.

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

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

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

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

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

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.

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

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

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

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

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

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

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

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

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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

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

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

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

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

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

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

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

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

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

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

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

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

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