Sales Pipeline

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

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

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

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

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

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

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

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

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

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

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

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.

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

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

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

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

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

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

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

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

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

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

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

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.

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

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

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

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

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

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

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

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

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

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

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

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.

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

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.

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

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

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

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

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

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

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

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.

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

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

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

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

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

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

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.

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

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

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

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

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

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

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

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

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

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

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

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

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

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

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

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

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

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

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.

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

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

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

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

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

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

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

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

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

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

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