Representational State Transfer Application Programming Interface

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

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

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

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

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

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

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

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.

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

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

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

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

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

Objection handling is the process of responding to a prospect's concerns or hesitations about a product or service to move a deal forward.

Conversion rate is the percentage of visitors who complete a desired goal, like a purchase or sign-up, out of the total number of visitors.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

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

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

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

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.

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

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

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

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

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

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

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

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

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

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

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

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.

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

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

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

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.

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

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

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

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

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

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

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

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

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

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

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

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

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

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

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

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

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

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

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

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

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

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

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

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

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

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

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

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

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.

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

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

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

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

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

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

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

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

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.

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

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

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.

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

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

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

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

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

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

XML (Extensible Markup Language) is a markup language for encoding documents in a format that is both human-readable and machine-readable.

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.