Business Process Management

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

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

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

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

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

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

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

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

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

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

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

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

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

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

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

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

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

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

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

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

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

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

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

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

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

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

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

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

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

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

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

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

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

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

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

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

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

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

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

Smarketing is the process of aligning your sales and marketing teams. This integration focuses on shared goals to improve lead quality and drive revenue.

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

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

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

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

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

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.

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

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

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

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

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

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

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

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

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

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

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

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

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

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

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.

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

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

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

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

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

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

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

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

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

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

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

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

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

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

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