Workflow Automation

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

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.

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

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

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

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

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.

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.

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

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

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

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

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

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

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

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

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

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

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

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

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

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

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

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

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

“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.

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

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

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

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

"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.

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

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

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

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

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

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.

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

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

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

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

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

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

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

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

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

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

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.

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

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

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

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

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

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

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

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.

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

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

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

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

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

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

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

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

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

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

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

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

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

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

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

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

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

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

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

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