Customer Relationship Management Systems

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

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

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

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

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

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

Video hosting is a service that allows users to upload, store, and share video content online, making it accessible for playback anywhere.

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

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

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

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.

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

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

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

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

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

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

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

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

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

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

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

Software as a Service (SaaS) is a cloud-based model where users subscribe to an application and access it over the internet.

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

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

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

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

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 data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

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.

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

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

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

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

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

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

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

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.

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

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

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

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

A sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

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.

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

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

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

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

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

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

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

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

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

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

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

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

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

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

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

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

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

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

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

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

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

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.

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.

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

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

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

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

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

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

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

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.