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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.

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

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.

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

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

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

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

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

Objection handling in sales is the process of responding to a prospect's concerns about a product or service to move the deal forward.

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

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

Learn about scrum, including advantages of scrum, implementing scrum in sales, scrum roles explained, & common scrum mistakes.

Learn about sales calls, including optimizing sales calls for success, crafting the perfect sales pitch, & beyond cold calling: exploring alternatives.

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

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

Learn about system of record, including key components of system of record, choosing the right system of record, & system of record vs. system of engagement.

Demand forecasting is the process of predicting future customer demand for a product or service based on historical data and market trends.

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

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

Learn about revenue operations, including the core functions of revenue operations, building an effective revenue operations strategy, and more!

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

Learn about trade shows, including maximizing your trade show impact, & trade show vs. virtual expos: understanding the difference.

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

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

Learn about sales stack, including building an effective sales stack, key components of a sales stack, sales stack vs. marketing stack: understanding the dif.

Learn about upsell, including benefits of effective upselling, strategies for successful upselling, & upsell vs. cross-sell: understanding the difference.

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

Learn about statement of work, including key components of a statement of work, & crafting an effective statement of work.

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

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

Learn about robotic process automation, including benefits of robotic process automation, & implementing RPA in outbound sales.

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

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

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

Learn about signaling, including key principles of effective signaling, understanding signaling in sales contexts, strategies for improving your signaling t.

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

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

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

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 qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

Learn about sales rep training, including benefits of sales rep training, & essential components of effective sales training.

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

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

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

Learn about total audience measurement, including key components of total audience measurement, & benefits of adopting total audience measurement.

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

Learn about sales methodology, including developing an effective sales methodology, & key components of sales methodologies.

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

Learn about solution selling, including the principles of solution selling, key strategies in solution selling, & solution selling vs. product selling.

Learn about sales demo, including preparing a winning sales demo, characteristics of successful sales demos, & sales demo versus product demo.

Learn about technographics, including understanding technographic data segmentation, & the benefits of leveraging technographics.

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

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

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

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

Learn about sales kickoff, including planning a successful sales kickoff, key elements of a sales kickoff, & sales kickoff vs. regular sales meetings.

Learn about vertical market, including identifying your vertical market, advantages of targeting vertical markets, & vertical vs. horizontal markets.

Learn about WordPress, including understanding WordPress features, benefits of using WordPress, comparing WordPress and other CMS, and essential WordPress plugins.

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

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

Learn about sales strategy, including developing a successful sales strategy, key components of sales strategy, & sales strategy vs. sales tactics.

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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

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

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

Learn about touchpoints, including maximizing touchpoint efficacy, types of sales touchpoints, & optimizing customer journey through touchpoints.

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

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

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

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

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

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

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.

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

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.

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

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

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

Learn about workflow automation, including benefits of workflow automation, implementing workflow automation, & common workflow automation tools.

Learn about video hosting, including benefits of video hosting, choosing the right video hosting platform, & video hosting vs. traditional web hosting.

Learn about smarketing, including the pillars of smarketing success, implementing smarketing in your organization, smarketing vs traditional sales and mark.

Learn about sales process, including designing your sales process, key components of effective sales processes, sales process vs. sales methodology.

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

Learn about rollback procedures, including understanding when to use rollback procedures, & steps to implement rollback procedures.

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

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

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.