Sales Pipeline

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.

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

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

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

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

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

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

XML (Extensible Markup Language) is a markup language for encoding documents in a format that is both human-readable and machine-readable.

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

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

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

Learn about B2B demand generation strategy, including key elements of demand generation, & crafting your demand generation plan.

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

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

A Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

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

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

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

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

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

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

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

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.

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

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

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

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

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

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

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

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

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

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

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

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

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

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

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

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

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

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

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

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

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

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

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

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

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

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

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

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.

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

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

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

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

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

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

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

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

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

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

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

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

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

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

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

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

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

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

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

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

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

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

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

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

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

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

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.