Functional Testing

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

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

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

A/B testing is a method of comparing two versions of something, like a webpage or email, to determine which one performs better with your audience.

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

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

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

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

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

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

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

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

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

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

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

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

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

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

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

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

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

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

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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

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

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

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

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

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

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

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

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

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

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

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

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

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

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

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

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

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

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

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

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

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

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

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list of high-value accounts.

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

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

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

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

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

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

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

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

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

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

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

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

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

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

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

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

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.

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

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

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

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

Sales conversion rate is the percentage of prospects who take a desired action, like making a purchase, turning them into customers.

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

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

Learn about B2B demand generation strategy, including key elements of demand generation, & crafting your demand generation plan.

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

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

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

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

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

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

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

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

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

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

Demand forecasting is the process of predicting future customer demand for a product or service based on historical data and market trends.

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

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

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