Account-Based Sales

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

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

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

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

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

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

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

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

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

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

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.

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

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

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

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

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

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

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

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

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

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

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.

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

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

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

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

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.

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

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

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

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

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

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.

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

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

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

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

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

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

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

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

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

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.

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

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

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

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

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

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

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.

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

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

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

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

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

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

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.

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

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

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

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

Multi-touch attribution is a marketing analytics method that credits multiple touchpoints on the customer journey for a conversion.

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

Learn about business intelligence in marketing, including the role of data in marketing BI, key components of marketing BI, & marketing BI vs. market research.

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

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

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

Data privacy is an individual's right to control their personal information, including how it's collected, processed, stored, and shared.

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

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

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

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

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

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.