Account-Based Sales

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

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

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.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

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

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

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

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

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

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

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

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

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

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

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

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

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

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

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

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

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

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

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

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

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

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

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

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

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

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

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

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.

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

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

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

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

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

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

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

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

“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.

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

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

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

A weighted sales pipeline forecasts revenue by assigning a closing probability to each deal, giving a more accurate picture of potential income.

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

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

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

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

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

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

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

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

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making 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 Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

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

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

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

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

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

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

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

Custom Metadata Types store application configurations as metadata. This makes them easily deployable between different Salesforce environments.

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

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

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

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

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

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.

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

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

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

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

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

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

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

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

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

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

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.

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