ABM Orchestration

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

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

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

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

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

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

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

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

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

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.

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

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

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

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 Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

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

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

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

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

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

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

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

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

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

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

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

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

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

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

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

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

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

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

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

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

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

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

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

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.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

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

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

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

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

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.

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

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

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

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

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

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

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

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

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

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

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

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

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

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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

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

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

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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

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

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

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

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

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

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

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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

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.

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

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

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

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

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

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

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