Sales Performance Management (SPM)

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

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

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

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.

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

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

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

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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

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

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

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

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

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

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

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

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

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

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

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

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

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

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

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.

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

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

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

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

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

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

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

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

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

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

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.

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

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

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

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

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

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

Software as a Service (SaaS) is a cloud-based model where users subscribe to an application and access it over the internet.

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

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

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

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

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.

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

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

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

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

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

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

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

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

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.

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

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

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

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

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

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

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

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

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

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

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

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.

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

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

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

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

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

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

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

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.