Workflow Automation

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

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

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

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

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

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

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

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

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

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

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

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

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

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

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

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

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

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

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

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

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

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

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

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

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

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

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

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

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

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

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

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

Data privacy is an individual's right to control their personal information, including how it's collected, processed, stored, and shared.

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

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

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

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

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

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

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

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

“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.

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

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

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

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

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

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

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

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

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

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

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

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

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.

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

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

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

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

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

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

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

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

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

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

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

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

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

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

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

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

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

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.

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

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.

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

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

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

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

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

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

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

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

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