Account-Based Selling

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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.

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

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.

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

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

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

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

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

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.

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

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

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

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

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

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

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

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

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

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

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

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

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

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

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

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

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

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

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.

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

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

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

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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

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

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

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

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

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

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

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

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

"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.

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

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

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

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

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.

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

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

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

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

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

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

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

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

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

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

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

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

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

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

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

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

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

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

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

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

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

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

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

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

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

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

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

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

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.

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

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

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

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

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

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