Sales Strategy

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

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

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

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

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

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

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

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

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.

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

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

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

A persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

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

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.

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

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

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

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

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

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

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

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

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

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

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

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

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

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

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

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

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

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

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.

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

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

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

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

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

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

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

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

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

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

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

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

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

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

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

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

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

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

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

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

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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

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

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

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

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

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

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

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

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

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

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

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

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

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

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