Touchpoints

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

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

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

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

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

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

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

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

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

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

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

Escalations are the process of moving a customer issue or sales opportunity to a more senior or specialized team member for resolution.

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

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

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

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

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

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

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

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

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

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

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

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

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

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

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

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

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

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

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

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

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

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.

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

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

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

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

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

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

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

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

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

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

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

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

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

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

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

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

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

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

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.

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

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

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

A Sales Qualified Lead (SQL) is a prospect vetted by marketing and sales, deemed ready for a direct sales pitch after showing intent to buy.

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

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

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

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

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

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

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

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.

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

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

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

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.