Representational State Transfer Application Programming Interface

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

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

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

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.

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

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

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

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

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

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

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

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

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

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

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

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

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

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

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

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

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

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

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

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

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

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

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.

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

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

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

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

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

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

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

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

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.

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

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

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

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

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

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

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

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

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

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

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

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

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

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

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

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

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

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

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

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

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

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

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

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

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

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

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

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

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

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

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

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

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

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.

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

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

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.

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

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

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.