Stress Testing

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

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

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

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 value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

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

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

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.

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

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

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

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

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

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

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

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

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

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

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

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

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

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

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.

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.

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

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

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

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

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

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

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

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

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

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

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

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

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

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

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

Video hosting is a service that allows users to upload, store, and share video content online, making it accessible for playback anywhere.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

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.

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

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

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

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 Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

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

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

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

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.

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

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

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

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

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

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

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

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

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

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

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

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

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

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

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

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

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

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

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

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.

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.