Account-Based Marketing

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

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

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

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

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

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

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.

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

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

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

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

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

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

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

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

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

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.

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

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

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.

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

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

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.

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

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

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

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

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

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.

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

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

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

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

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

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

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

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.

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

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

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

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.

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

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

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

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

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

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

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

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

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

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

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

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

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

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

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

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

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

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

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

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 Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

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

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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

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

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

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

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

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

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

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

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

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

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

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

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

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

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

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing 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.

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

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

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

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

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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

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

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.