Account-Based Sales

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

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

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

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

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.

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

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

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

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

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

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

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

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

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

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

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

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

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

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

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

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

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

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

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

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

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

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

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.

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

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

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

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

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

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

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

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

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

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

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

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

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

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

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

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

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

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

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

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

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

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.

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

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

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

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

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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

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

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

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

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

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

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

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

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.

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

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

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

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

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.

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

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

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

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

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

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

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

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

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

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

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

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