Process Automation

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

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

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

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

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

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

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

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

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

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

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

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

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

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

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

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

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

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

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.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

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

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

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

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

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

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

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

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

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

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

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

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

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

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

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

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

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 consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

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

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

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

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

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

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.

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

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.

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

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

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

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

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

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

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

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

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

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

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

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

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

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

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

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

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

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

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.

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

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

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

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

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

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

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

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

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

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

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

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

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

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

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

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.