Account-Based Sales

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

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

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

Yield management is a dynamic pricing strategy that adjusts prices based on demand to maximize revenue from a fixed, perishable inventory.

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

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

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

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

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

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

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

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

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

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.

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

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

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

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

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

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

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

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

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.

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

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

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

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

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

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

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

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

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

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

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

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.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

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

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

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

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

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

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

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

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.

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

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

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

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

A sales demonstration is a presentation showing a prospect how a product or service works and how it can solve their specific problems.

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

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

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

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

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

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

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

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

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

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

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

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

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

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

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

Video hosting is a service that allows users to upload, store, and share video content online, making it accessible for playback anywhere.

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

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.

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

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

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

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

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

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

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

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