Account-Based Sales Development

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

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

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

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

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

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.

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

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

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

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

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

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

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

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

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

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

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

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

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

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 landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

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

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

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

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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

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

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

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

A sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.

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.

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

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

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

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

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

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

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.

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

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

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

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

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

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

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

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

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

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

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

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

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

A Sales Qualified Lead (SQL) is a prospect vetted by marketing and sales, deemed ready for a direct sales pitch after showing intent to buy.

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

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

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

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

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

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

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

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

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

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

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