Account-Based Selling

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

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

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

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

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

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

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

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

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

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

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

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

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

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

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

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

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

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

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

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

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

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.

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

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

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

AppExchange is Salesforce's cloud marketplace, offering a vast ecosystem of apps and expert services to extend Salesforce functionality.

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

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

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

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

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

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

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

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

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

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

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

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

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

A Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

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.

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

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

Digital Rights Management (DRM) is technology that controls access to copyrighted digital content, restricting its use, modification, and distribution.

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

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

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

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

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

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

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

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

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

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

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

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

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

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

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

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

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

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

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

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 data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

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.

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

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

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

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.