Account-Based Sales Development

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

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

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

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

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

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 commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

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

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

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

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

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

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

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

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

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

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

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

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

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

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

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

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

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

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

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

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

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

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

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

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

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

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

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

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

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.

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

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

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

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

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

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

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

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

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

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

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

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

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

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

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

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

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

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

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

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

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

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

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

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

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

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

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

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

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

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

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

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

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

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

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

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

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

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

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

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

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

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.

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.

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

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

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

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

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.

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

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

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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

"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.

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

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