Sales Strategy

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

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

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

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

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

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

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

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

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

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

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

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

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

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

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

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

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

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

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

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

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

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

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

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

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

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

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

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.

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

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

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

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

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

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

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 field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

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

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

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

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

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

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

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.

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.

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

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

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

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

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

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

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

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

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.

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

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

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

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

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

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

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

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.