Account-Based Marketing Software

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

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

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

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

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

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

Learn about buyer behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

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

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

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.

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

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

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

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

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

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

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

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

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

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

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

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

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

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

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.

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

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

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

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

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

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

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

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

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

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

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

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

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

Demand forecasting is the process of predicting future customer demand for a product or service based on historical data and market trends.

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

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

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

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

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

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

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

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

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

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

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

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

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

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

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

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.

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

Data privacy is an individual's right to control their personal information, including how it's collected, processed, stored, and shared.

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

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

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

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

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

A Sales Qualified Lead (SQL) is a prospect vetted by marketing and sales, deemed ready for a direct sales pitch after showing intent to buy.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

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

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

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

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

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

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

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

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

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

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

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

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

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

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.