Total Addressable Market (TAM)

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

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

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

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

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

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

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

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

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

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

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.

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

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

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

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

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

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

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

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

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

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

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

A sales demonstration is a presentation showing a prospect how a product or service works and how it can solve their specific problems.

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

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

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

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

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

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

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

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

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

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

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

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

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

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

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

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

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

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

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

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

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

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

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.

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

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

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

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

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

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

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

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

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

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

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

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

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

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

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

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

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

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

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

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

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

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

A weighted sales pipeline forecasts revenue by assigning a closing probability to each deal, giving a more accurate picture of potential income.

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

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

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

"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.

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

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

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

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.