Account-Based Marketing Software

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

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.

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

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

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

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

Digital Rights Management (DRM) is technology that controls access to copyrighted digital content, restricting its use, modification, and distribution.

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

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.

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

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

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.

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.

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

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 decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

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

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

Escalations are the process of moving a customer issue or sales opportunity to a more senior or specialized team member for resolution.

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

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

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

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

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

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

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

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.

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

Software as a Service (SaaS) is a cloud-based model where users subscribe to an application and access it over the internet.

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

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 dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.

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.

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

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

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

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

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

Data mining is the process of discovering patterns, trends, and useful information from large datasets to make better business decisions.

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

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

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

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

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

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.

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

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

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.

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

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

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

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

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

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

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

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

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

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

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

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

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

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

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

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list of high-value accounts.

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

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

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

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

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

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