Account-Based Sales Development

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 B2B demand generation strategy, including key elements of demand generation, & crafting your demand generation plan.

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

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

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

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.

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

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

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

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

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.

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

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

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

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

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

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

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

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

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

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

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

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

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.

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

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

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

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

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

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

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

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

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

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

“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.

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

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

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.

Software as a Service (SaaS) is a cloud-based model where users subscribe to an application and access it over the internet.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

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

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

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

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

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

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

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

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

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

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.

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

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

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

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

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

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

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

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

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

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

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

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

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

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

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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

Customer Retention Rate (CRR) is the metric that measures the percentage of customers a company has kept over a specific period of time.

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

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

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.