Sales Playbook

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

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

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

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

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

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

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

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.

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

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

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

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.

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

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

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

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

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

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.

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

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.

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

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

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

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 Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

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.

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.

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

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

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.

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

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.

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

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

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

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.

A sales demonstration is a presentation showing a prospect how a product or service works and how it can solve their specific problems.

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.

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

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

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

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

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.

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

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

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

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.

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

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

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

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

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

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

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

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.

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.

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

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

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.

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

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.