Account-Based Sales Development

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

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

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

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

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

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

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

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

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.

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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

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

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

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

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

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

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

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

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

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

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

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

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

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

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

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

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

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

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

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

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

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

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

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

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

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

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

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

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

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

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

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 operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

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.

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

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

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

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

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

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

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

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

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

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

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

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

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

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

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

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

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

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

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

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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

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

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

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

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

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

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

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

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

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

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

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

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

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

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

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

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

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