User-generated Content

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

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

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

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

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

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

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

Demand forecasting is the process of predicting future customer demand for a product or service based on historical data and market trends.

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

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

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

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

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

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

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

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

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

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

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

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

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.

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

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

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

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

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

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

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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

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

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

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

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

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

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

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

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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

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

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

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

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

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.

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

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

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

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

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

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

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

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

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

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

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

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

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

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

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

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

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

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

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

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

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

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

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

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

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

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

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

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

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

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

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

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

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.

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

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