Stress Testing

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

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

Learn about single sign on, including benefits of single sign-on, implementation steps for single sign-on, & comparing SSO with traditional login systems.

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

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

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

Learn about social selling, including benefits of social selling, steps to implement social selling, & social selling vs. traditional selling.

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

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

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

Learn about sales qualified lead, including identifying sales qualified leads, criteria for sales qualified lead, transitioning leads to sales qualified s.

Learn about sales presentation, including crafting an engaging sales presentation, elements of a successful sales pitch, & sales presentation vs. product demo.

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

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

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

Learn about X-sell, including benefits of X-selling, strategies for successful X-selling, & X-sell vs. up-sell: understanding the difference.

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

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

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

Learn about stakeholder, including identifying stakeholders, roles & responsibilities of stakeholders, & stakeholder engagement strategies.

Learn about territory management, including strategies for effective territory management, & best practices in territory management.

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

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

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

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.

Learn about user testing, including how user testing works, benefits of user testing, common user testing methods, & user testing best practices.

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

Learn about target account list, including building your target account list, key benefits of a target account list, & strategies for prioritizing accounts.

Learn about salesforce object query language (SOQL), including its definition, key features, syntax, best practices, and examples of querying data in salesforce.

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

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

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

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

Learn about tire-kicker, including identifying tire-kickers in sales, strategies to engage tire-kickers, & converting tire-kickers to buyers.

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

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

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

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

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

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

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

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

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

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

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

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

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.

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

Learn about SPIN selling, including the core principles of SPIN selling, implementing SPIN selling successfully, SPOT selling vs. SPIN selling.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

Learn about triggered email, including crafting effective triggered emails, benefits of triggered email marketing, & triggered emails vs. traditional campaigns.

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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

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

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

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

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

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

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

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

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

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

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

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

Learn about salesforce administrator, including the role of a salesforce administrator, & key responsibilities of salesforce administrators.

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

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

Learn about value-added reseller, including key benefits for businesses, successful value-added reseller examples, value-added reseller vs. traditional reseller.

Learn about SFDC, including overview of Salesforce.com (SFDC), key components of SFDC, benefits of using SFDC, & popular SFDC integrations.

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

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

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

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

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

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

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.

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

Learn about supply chain management, including effective strategies for supply chain management, & components of an efficient supply chain.

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

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.