Scalability

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

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

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

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

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

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

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

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

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

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

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

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

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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

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

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

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

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

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

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

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

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

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

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

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

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

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

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

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

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

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

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.

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

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

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

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

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

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

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.

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

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

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

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

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

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.

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

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

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

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

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

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

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

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

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

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

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

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

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

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.

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

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

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

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

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

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

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

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

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

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

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

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

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

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

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

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

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

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

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

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

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

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.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.