Sales Pipeline Velocity

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

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

AppExchange is Salesforce's cloud marketplace, offering a vast ecosystem of apps and expert services to extend Salesforce functionality.

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list of high-value accounts.

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

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

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

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

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

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

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

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.

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

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

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

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

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

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

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

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

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

Objection handling is the process of responding to a prospect's concerns or hesitations about a product or service to move a deal forward.

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

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

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.

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

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

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

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

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

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

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

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

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.

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

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

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

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

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

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

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

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

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

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

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

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

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

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

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

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

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

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

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.

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

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

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

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

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

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

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

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

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

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

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

Objection handling in sales is the process of responding to a prospect's concerns about a product or service to move the deal forward.

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

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

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

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

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

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

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.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

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

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

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.