Account-Based Sales Development

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

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

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

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

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

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

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

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

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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

Smarketing is the process of aligning your sales and marketing teams. This integration focuses on shared goals to improve lead quality and drive revenue.

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

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

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

Objection handling in sales is the process of responding to a prospect's concerns about a product or service to move the deal forward.

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

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.

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

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.

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

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

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.

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

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

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

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

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

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

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

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

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

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

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

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

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

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list of high-value accounts.

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

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

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

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

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

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

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

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

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

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

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

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

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

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

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

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

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

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

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

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

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

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.

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

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

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

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

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

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

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

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

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

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

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

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

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

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

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

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

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

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

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

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

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

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