Workflow Automation

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.

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

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

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.

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

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

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.

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

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

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

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.

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

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

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

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

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

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

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

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

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

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

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

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.

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

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

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

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

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

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

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

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.

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

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

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

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

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

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

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

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

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

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

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

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

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

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

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

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

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

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

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

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

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

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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

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

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

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

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

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

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

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

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

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

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

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

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

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

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

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

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

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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