Scalability

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

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

AppExchange is Salesforce's cloud marketplace, offering a vast ecosystem of apps and expert services to extend Salesforce functionality.

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

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.

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

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

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

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

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

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

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

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.

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

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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.

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

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

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

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

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

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

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

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.

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

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

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

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

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

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

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

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

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 conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

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

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

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

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

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

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

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

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

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

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

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

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

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

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

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

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

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

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

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

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

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

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

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

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

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

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

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.