Sales Engagement

Learn about proof of concept, including steps to execute a proof of concept, & benefits of conducting a proof of concept.

Learn about touches, including optimizing touch strategies, tactics for effective touch points, & comparing touches with impressions.

Learn about signaling, including key principles of effective signaling, understanding signaling in sales contexts, strategies for improving your signaling t.

Learn about performance monitoring, including benefits of performance monitoring, key metrics to track, common challenges, & best practices.

Learn about win/loss analysis, including benefits of win/loss analysis, steps to conduct effective win/loss analysis, & common mistakes in win/loss analysis.

Learn about sales cycle, including key phases of a sales cycle, steps to shorten your sales cycle, & sales cycle vs. sales funnel.

Learn about sales presentation, including crafting an engaging sales presentation, elements of a successful sales pitch, & sales presentation vs. product demo.

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

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

Learn about system of record, including key components of system of record, choosing the right system of record, & system of record vs. system of engagement.

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.

Learn about sales key performance indicators, including identifying crucial sales KPIs, & establishing effective sales KPI goals.

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

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

Learn about zero-based budgeting (ZBB), including its definition, key principles, implementation steps, benefits, challenges, and examples of ZBB in practice.

Learn about sandboxes, including understanding sandbox environments, creating effective sandboxes, benefits of using sandboxes, & sandbox best practices.

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

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

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

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

Learn about renewal rate, including how to calculate it, why it matters, factors impacting renewal rate, & tips for improving renewal rate.

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

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

“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.

Learn about revenue operations, including the core functions of revenue operations, building an effective revenue operations strategy, and more!

Learn about segmentation analysis, including understanding the benefits, steps to conduct segmentation analysis, & types of segmentation methods.

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

Learn about SOAP API, including benefits of SOAP API, how SOAP API works, SOAP API vs. REST API, and common use cases for SOAP API.

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

Learn about order management, including understanding order fulfillment, best practices for order management, & benefits of effective order management.

Learn about user interaction, including enhancing user interaction strategies, principles of effective user engagement, & user interaction vs. user experience.

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

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.

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

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

Learn about shipping solutions, including how shipping solutions work, benefits of shipping solutions, & shipping solutions best practices.

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

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

Learn about sales compensation, including types of sales compensation plans, key components of effective compensation, & sales compensation vs. base salary.

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

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

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

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

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

Learn about predictive lead scoring, including benefits of predictive lead scoring, & implementing predictive lead scoring successfully.

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

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

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

Learn about workflow automation, including benefits of workflow automation, implementing workflow automation, & common workflow automation tools.

Learn about reverse logistics, including understanding the reverse logistics process, & benefits of implementing reverse logistics.

Learn about sales pipeline velocity, including maximizing sales pipeline velocity, key metrics to monitor, & improving velocity with automation.

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

Learn about unit economics, including calculating unit economics: step-by-step, key metrics in unit economics, & unit economics vs. overall profitability.

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

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

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

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

Learn about return on investment, including calculating ROI: key steps, factors influencing ROI, and ROI vs ROA.

Learn about on-premise CRM, including benefits of on-premise CRM, cloud vs. on-premise CRM: a comparison, & implementing an on-premise CRM solution.

Learn about on target earnings, including calculating on target earnings, factors influencing on target earnings, & on target earnings vs. base salary.

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

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

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

Learn about sales pitch, including crafting an effective sales pitch, essential components of a sales pitch, sales pitch vs. sales presentation.

Learn about sales operations analytics, including key components of sales operations analytics, & implementing sales operations analytics effectively.

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

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

Learn about video email, including benefits of using video email, crafting an effective video email, & video email vs. traditional email.

Learn about sales prospecting, including strategies for effective sales prospecting, key tools for sales prospecting, comparing sales prospecting and lead g.

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

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

Learn about real-time data processing, including benefits of real-time data processing, best practices for implementation, & challenges and solutions.

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

Learn about sales demo, including preparing a winning sales demo, characteristics of successful sales demos, & sales demo versus product demo.

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

Learn about opportunity management, including key strategies in opportunity management, & the role of technology in managing opportunities.

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

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

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

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

Learn about WordPress, including understanding WordPress features, benefits of using WordPress, comparing WordPress and other CMS, and essential WordPress plugins.

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

Learn about sales sequence, including crafting an effective sales sequence, key elements of sales sequences, & sales sequence versus email campaigns.

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

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

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

Learn about request for proposal, including crafting a winning RFP, key elements of an effective RFP, & RFP vs. RFQ.

Learn about precision targeting, including implementing precision targeting strategies, & benefits of precision targeting in sales.

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

Learn about sales pipeline management, including key elements of sales pipeline management, & steps to optimize pipeline efficiency.

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

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

Learn about remote sales, including challenges of remote sales, strategies for effective remote sales, & remote sales vs. traditional sales.

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

Learn about time on site, including the importance of time on site, benefits of monitoring time on site, & strategies to improve time on site.

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

Learn about user experience, including principles of user experience design, & enhancing user experience: best practices.