Total Addressable Market (TAM)

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

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

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

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

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

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

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

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

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

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

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

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

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

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

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

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

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

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

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

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

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

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

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

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

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

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

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

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

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

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.

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

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

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

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

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

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

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

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

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

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

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

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

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

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

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

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

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

Sales conversion rate is the percentage of prospects who take a desired action, like making a purchase, turning them into customers.

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

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

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.

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

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

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

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

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

“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.

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.

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

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

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

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.

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

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

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

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

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

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

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

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

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

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

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

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

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.