Account-Based Selling

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

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

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

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

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

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

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

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

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

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

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

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

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

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

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

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

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

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

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

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

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

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

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

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

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

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

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

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

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

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

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

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.

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.

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

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

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.

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

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

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

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

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.

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

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

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

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

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

Demand forecasting is the process of predicting future customer demand for a product or service based on historical data and market trends.

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

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

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

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

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

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

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

"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 Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

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

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

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

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

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

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

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

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

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

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

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

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

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

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

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

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

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

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

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

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

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

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

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.

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

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

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

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

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