Sales Playbook

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

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

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

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

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

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.

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

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

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

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

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

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

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

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

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

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

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

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

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

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

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

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

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

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

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

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

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.

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

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

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

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

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

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

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

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

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

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

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

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.

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

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

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

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

A/B testing is a method of comparing two versions of something, like a webpage or email, to determine which one performs better with your audience.

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

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 business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

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

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

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

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

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.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

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

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

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

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

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

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.

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

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

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

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

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

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

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.

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

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

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

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

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

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.

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

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