Single Page Applications

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

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

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

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

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

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

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

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

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

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

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

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

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

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

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

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

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.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

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

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

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

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

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

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

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.

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

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

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

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

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

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

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

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

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

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

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

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

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.

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

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

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

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

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

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

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

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

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.

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

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

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

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

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

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

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

“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.

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

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

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

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

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

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

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

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

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

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

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

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

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

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

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

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

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

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

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

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

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 version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

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

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

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

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

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

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

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

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

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.