Drip Campaign

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

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.

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.

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

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

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

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 hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.

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

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

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

Digital Rights Management (DRM) is technology that controls access to copyrighted digital content, restricting its use, modification, and distribution.

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

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

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

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

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

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

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

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

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

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

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

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

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

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

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

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

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

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

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

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

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

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

“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.

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

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

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

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

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

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

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

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

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

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

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

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

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

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

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

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

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

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

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

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

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

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

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

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

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

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

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

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

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

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

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

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

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

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

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

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

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

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

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.

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

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

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

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

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