Account-Based Marketing

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

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

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

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

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

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

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

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

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

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

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

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

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

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

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

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

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

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

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.

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

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

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

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

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

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

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

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

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

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

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

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

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

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

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

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

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

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

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

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

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

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

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.

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

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

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

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

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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

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

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

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

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

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

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

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

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

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

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

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

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

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

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

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

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

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

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

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

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

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.

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

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

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

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

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

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

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

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.

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

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

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

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

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

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

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

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

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

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

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

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