Total Addressable Market (TAM)

Digital Rights Management (DRM) is technology that controls access to copyrighted digital content, restricting its use, modification, and distribution.

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

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

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

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

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

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

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

A sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

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

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

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

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

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.

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

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

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

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

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

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

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

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

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

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

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

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.

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

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.

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

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

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

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

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.

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

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

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

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

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

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

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.

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.

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

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

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

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

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

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

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

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

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

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

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

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

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

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

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

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.

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

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

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

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

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

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

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

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

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

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

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

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

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

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

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.