Sales Performance Management (SPM)

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

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

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

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

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

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

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

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

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

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

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

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

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

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

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

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

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

Smarketing is the process of aligning your sales and marketing teams. This integration focuses on shared goals to improve lead quality and drive revenue.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

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

Yield management is a dynamic pricing strategy that adjusts prices based on demand to maximize revenue from a fixed, perishable inventory.

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

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

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

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

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

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

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

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

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

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

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

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

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

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

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

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

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

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

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

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

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

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

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

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

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.

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

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

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

“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.

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

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

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.

Custom Metadata Types store application configurations as metadata. This makes them easily deployable between different Salesforce environments.

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

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

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

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

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

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

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

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

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

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

Sales conversion rate is the percentage of prospects who take a desired action, like making a purchase, turning them into customers.

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

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

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

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

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

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

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

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

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.

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

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

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