Territory Management

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

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

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

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

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

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

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.

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

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

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

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

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

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

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

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

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

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

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

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

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

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

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

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

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

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

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.

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

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

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

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

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

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

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.

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

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

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

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

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

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

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

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

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

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

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

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

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

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

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

“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.

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

Smarketing is the process of aligning your sales and marketing teams. This integration focuses on shared goals to improve lead quality and drive revenue.

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

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

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

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

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

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

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.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

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

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

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

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

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

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

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

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

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

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.

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

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.