Sales Playbook

Learn about SOAP API, including benefits of SOAP API, how SOAP API works, SOAP API vs. REST API, and common use cases for SOAP API.

Learn about opportunity management, including key strategies in opportunity management, & the role of technology in managing opportunities.

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

Learn about user interface, including designing an effective user interface, key elements of user interface, & user interface vs. user experience.

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

Learn about trusted advisor, including becoming a trusted advisor: key strategies, & qualities of an effective trusted advisor.

Learn about sales training, including benefits of sales training, essential components of effective sales training, & sales training vs. sales coaching.

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

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

Learn about sales demonstration, including preparing for a successful sales demo, crafting an engaging sales pitch, sales demo vs. sales presentation.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

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.

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

Learn about shipping solutions, including how shipping solutions work, benefits of shipping solutions, & shipping solutions best practices.

Learn about marketing budget breakdown, including essentials of crafting a marketing budget, & strategies for allocating marketing funds.

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

Learn about video email, including benefits of using video email, crafting an effective video email, & video email vs. traditional email.

Learn about marketing qualified opportunity, including identifying marketing qualified opportunities, & key elements of successful identification.

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

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

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

Learn about lead response time, including improving lead response time, the impact of quick response, & lead response time vs contact rate.

Learn about sales funnel metrics, including understanding sales funnel stages, key sales funnel metrics to track, & enhancing sales funnel performance.

Learn about WordPress, including understanding WordPress features, benefits of using WordPress, comparing WordPress and other CMS, and essential WordPress plugins.

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

Learn about sales process, including designing your sales process, key components of effective sales processes, sales process vs. sales methodology.

Learn about tokenization, including how tokenization works, benefits of tokenization, types of tokenization, & tokenization best practices.

Learn about sales qualified lead, including identifying sales qualified leads, criteria for sales qualified lead, transitioning leads to sales qualified s.

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

Learn about workflow automation, including benefits of workflow automation, implementing workflow automation, & common workflow automation tools.

Learn about single page applications, including benefits of single page applications, key features of SPAs, how to build SPAs, & common mistakes in SPAs.

Learn about weighted sales pipeline, including calculating your pipeline's weight, & key metrics in weighted sales pipelines.

Learn about low-hanging fruit, including identifying low-hanging fruit, strategies for capturing easy wins, & comparing high and low effort opportunities.

Learn about positioning statement, including crafting your positioning statement, & key elements of a strong positioning.

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

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

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

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

Learn about qualified lead, including identifying qualified leads, criteria for lead qualification, & qualified vs. unqualified leads.

Learn about inbound leads, including generating quality inbound leads, strategies for nurturing inbound leads, & comparing inbound and outbound leads.

Learn about marketing attribution model, including types of marketing attribution models, & key benefits of attribution modeling.

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.

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

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

Learn about revenue operations KPIs, including key components of revenue operations KPIs, & crafting effective revenue operations KPIs.

Learn about pipeline coverage, including key components of pipeline coverage, improving pipeline coverage efficiency, pipeline coverage vs. traditional s.

Learn about sales cycle, including key phases of a sales cycle, steps to shorten your sales cycle, & sales cycle vs. sales funnel.

Learn about lead enrichment software, including benefits of lead enrichment software, key features to look for, implementing lead enrichment in your sales process.

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

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

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

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

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

Learn about version control systems, including understanding version control systems, benefits of using version control, & types of version control systems.

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

Learn about total addressable market (TAM), including definition, calculation methods, key benefits, how it impacts business strategy, and practical examples.

Learn about sentiment analysis, including how sentiment analysis works, benefits of sentiment analysis, common uses in sales, & implementing sentiment analysis.

Learn about objection handling in sales, including strategies for effective objection handling, & key techniques in resolving sales objections.

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

Learn about search engine results page, including understanding SERP components, key factors influencing SERP rankings, & SERP and SEO best practices.

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

Learn about net new business, including strategies for growing net new business, & key metrics for tracking net new business.

Learn about infrastructure as a service, including benefits of adopting IaaS, & IaaS vs. PaaS vs. SaaS: understanding the differences.

Learn about revenue forecasting, including key elements of revenue forecasting, & steps to accurate revenue forecasting.

Learn about regression testing, including benefits of regression testing, how to perform regression testing, & types of regression testing.

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

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

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

Learn about user-generated content, including how to leverage user-generated content, & benefits of user-generated content.

Learn about lightning components, including understanding lightning components benefits, & key features of lightning components.

Learn about sales pipeline reporting, including essentials of sales pipeline reporting, key metrics to track, & sales pipeline vs. sales forecasting.

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

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

Learn about precision targeting, including implementing precision targeting strategies, & benefits of precision targeting in sales.

Learn about LPI, including understanding LPI in sales context, implementing LPI strategies effectively, & comparing LPI with traditional sales metrics.

Learn about video hosting, including benefits of video hosting, choosing the right video hosting platform, & video hosting vs. traditional web hosting.

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

Learn about persona-based marketing, including crafting your ideal customer persona, & the impact of persona-based marketing.

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

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

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

Learn about product qualified lead, including identifying product qualified leads, & key characteristics of product qualified leads.

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

Learn about load balancing, including how load balancing works, benefits of load balancing, load balancing techniques, & challenges in load balancing.

Learn about target buying stage, including identifying your target buying stage, & key metrics for buying stage analysis.

Learn about outside sales, including strategies for successful outside sales, benefits of employing outside sales, & comparing inside and outside sales.

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 Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

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

Learn about sales strategy, including developing a successful sales strategy, key components of sales strategy, & sales strategy vs. sales tactics.

Learn about total audience measurement, including key components of total audience measurement, & benefits of adopting total audience measurement.

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

Learn about subject matter expert, including roles and responsibilities of a subject matter expert, & importance of a subject matter expert in business.

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

Learn about sales quota, including setting sales quotas: best practices, types of sales quotas explained, & achieving your sales quota: strategies.

Learn about responsive design, including how responsive design works, benefits of responsive design, & common mistakes in responsive design.