Sales Metrics

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

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

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.

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

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

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

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

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

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

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

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

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

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

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.

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

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

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

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

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

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

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

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.

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

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

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

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

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

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

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

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

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

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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.

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

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

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

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

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

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.

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

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

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

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

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

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

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

A persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

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

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

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

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

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

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

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

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

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

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

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

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

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

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

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

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

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

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

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.

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.

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

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.

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

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

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

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

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

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list of high-value accounts.

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 stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

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

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.