Account-Based Selling

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

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

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.

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

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

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

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

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

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

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

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

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

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

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

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

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

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

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

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

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

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

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

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

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

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

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

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

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

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

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

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

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

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

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

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

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

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 sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

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

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

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

Outbound leads are potential customers a business proactively contacts through outreach like cold calls, emails, or social media.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

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.

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

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

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

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

Custom Metadata Types store application configurations as metadata. This makes them easily deployable between different Salesforce environments.

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

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

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

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

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a product or service.

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

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

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

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

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

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

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

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

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

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.

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

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

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

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

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

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

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

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

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

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

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

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

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

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.

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.

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

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

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 tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

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.

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

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

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.