Sales Metrics

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

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

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

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

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

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

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

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

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

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

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

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

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

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

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

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

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

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

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

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

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

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

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

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

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

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

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

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

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

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

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

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

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

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

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

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

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

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

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

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

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

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

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

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

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

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

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

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

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

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

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

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

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

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

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

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

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

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

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

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

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

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

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

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

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

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

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

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

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

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

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

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

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

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

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

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

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

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

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