Sales Metrics

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.

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

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.

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

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

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

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

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

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

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

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

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

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

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 Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

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

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

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

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

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

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

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

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

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

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

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

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

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

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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

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

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

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

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

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

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

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

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

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

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

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

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.

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

Demand forecasting is the process of predicting future customer demand for a product or service based on historical data and market trends.

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.

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

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

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

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

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

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

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

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

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

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

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

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

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.

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

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

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

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

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

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

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

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

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

A Sales Qualified Lead (SQL) is a prospect vetted by marketing and sales, deemed ready for a direct sales pitch after showing intent to buy.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

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

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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

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

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

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

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

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

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

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