Soft Sell

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

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.

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

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

Software as a Service (SaaS) is a cloud-based model where users subscribe to an application and access it over the internet.

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

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.

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

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

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

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

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

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

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.

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

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

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

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

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

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

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

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

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

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.

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

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

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

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

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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.

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

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

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

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

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

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

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

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

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

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

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

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

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

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

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

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

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

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

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

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

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

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

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

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

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

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

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

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

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

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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.

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

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

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

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

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

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

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

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.

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

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

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

"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.

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

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

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

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

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