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

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

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

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

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

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

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

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

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

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

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

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

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

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

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

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

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

Data privacy is an individual's right to control their personal information, including how it's collected, processed, stored, and shared.

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

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

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.

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

AppExchange is Salesforce's cloud marketplace, offering a vast ecosystem of apps and expert services to extend Salesforce functionality.

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

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

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

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

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

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

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

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

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

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

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

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

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

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

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

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

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

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

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

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

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

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

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

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

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

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

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

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

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

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

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

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

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

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

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

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

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

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.

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

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

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

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

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

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

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

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

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

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

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

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

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

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

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.