Account-Based Sales Development

Learn about responsive design, including how responsive design works, benefits of responsive design, & common mistakes in responsive design.

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

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

Learn about sales performance metrics, including key components of sales performance metrics, & essential sales metrics to track.

Learn about request for quotation, including crafting an effective RFQ, key components of a strong RFQ, & RFQ vs. RFP.

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

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

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

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

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

Learn about sales enablement technology, including key benefits of sales enablement technology, & essential features of sales enablement platforms.

Learn about software as a service, including benefits of SaaS solutions, SaaS vs. traditional software, & key features of successful SaaS.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

Learn about serviceable obtainable market, including calculating serviceable obtainable market, & key factors influencing serviceable obtainable market.

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

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

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

Learn about user-generated content, including how to leverage user-generated content, & benefits of user-generated content.

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

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

Learn about sales strategy, including developing a successful sales strategy, key components of sales strategy, & sales strategy vs. sales tactics.

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.

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

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

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

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

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

Learn about self-service SaaS model, including benefits of the self-service model, & key features of a successful self-service SaaS.

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

Learn about upsell, including benefits of effective upselling, strategies for successful upselling, & upsell vs. cross-sell: understanding the difference.

Learn about video messaging, including benefits of video messaging in sales, crafting engaging video messages, & video messaging vs. traditional email.

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

Learn about serverless computing, including benefits of serverless computing, challenges of serverless computing, serverless computing vs traditional inf.

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

Learn about network monitoring, including understanding network monitoring tools, & common challenges in network monitoring.

“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.

Learn about use case, including crafting a compelling use case, essential components of a use case, & comparing use cases and case studies.

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

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

Learn about prospecting, including strategies for effective prospecting, key principles of successful prospecting, prospecting vs. lead generation.

Learn about request for information, including crafting an effective request for information, & key components of an RFI.

Learn about QA, including understanding QA in outbound sales, benefits of implementing QA, best practices for QA, and tools for effective QA.

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

Learn about salesforce object query language (SOQL), including its definition, key features, syntax, best practices, and examples of querying data in salesforce.

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

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

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

Learn about rollback procedures, including understanding when to use rollback procedures, & steps to implement rollback procedures.

Learn about sales process, including designing your sales process, key components of effective sales processes, sales process vs. sales methodology.

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

Learn about progressive web apps, including how to develop a PWA, benefits of progressive web apps, PWAs vs native apps, & essential PWA features.

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

Learn about sales territory planning, including strategies for successful territory planning, & key components of territory planning.

Learn about revenue operations KPIs, including key components of revenue operations KPIs, & crafting effective revenue operations KPIs.

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

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

Learn about proof of concept, including steps to execute a proof of concept, & benefits of conducting a proof of concept.

Learn about sales stack, including building an effective sales stack, key components of a sales stack, sales stack vs. marketing stack: understanding the dif.

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

Learn about revenue intelligence, including benefits of implementing revenue intelligence, & key components of revenue intelligence.

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.

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

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

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

Learn about no forms, including benefits of no forms strategy, implementing no forms in sales, & no forms vs traditional forms.

Learn about sales acceleration, including key concepts in sales acceleration, techniques for boosting sales, & role of technology in acceleration.

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

Learn about omnichannel sales, including the benefits of omnichannel sales, crafting an omnichannel strategy, omnichannel vs. multichannel.

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.

Learn about sales pipeline velocity, including maximizing sales pipeline velocity, key metrics to monitor, & improving velocity with automation.

Learn about page views, including understanding page views/, measuring page views effectively/, & importance of tracking page views/.

Learn about renewal rate, including how to calculate it, why it matters, factors impacting renewal rate, & tips for improving renewal rate.

Learn about pipeline management, including strategies for effective pipeline management, & key stages in pipeline development.

Demand forecasting is the process of predicting future customer demand for a product or service based on historical data and market trends.

Learn about on-premise CRM, including benefits of on-premise CRM, cloud vs. on-premise CRM: a comparison, & implementing an on-premise CRM solution.

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

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

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

Learn about video hosting, including benefits of video hosting, choosing the right video hosting platform, & video hosting vs. traditional web hosting.

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

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

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

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

Learn about sales pipeline management, including key elements of sales pipeline management, & steps to optimize pipeline efficiency.

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

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

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

Learn about sales forecast, including key elements of sales forecasting, methods for accurate sales projections, sales forecasting vs. sales goals.

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

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

Learn about social proof, including harnessing social proof effectively, types of social proof in marketing, & social proof vs. traditional advertising.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.