Account-Based Sales

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

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

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

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

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

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

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

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

A Sales Director leads a sales team, develops strategies, and is responsible for meeting a company's revenue targets.

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

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

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

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

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

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.

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

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

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

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

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

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

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

A persona is a semi-fictional profile of your ideal customer, based on market research and real data about your existing customers.

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

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

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

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

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

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

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

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

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

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

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

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

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

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

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

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

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

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

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.

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

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

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

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

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.

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

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

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

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

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

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

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

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

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

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

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

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

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

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

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

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

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

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

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

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

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

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

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

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

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

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

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

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

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

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

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

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

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