Account-Based Selling

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

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

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.

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

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

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

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

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

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.

Video hosting is a service that allows users to upload, store, and share video content online, making it accessible for playback anywhere.

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

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

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

Sales training is the process of honing a salesperson's skills and knowledge to enhance their effectiveness and drive sales success.

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

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

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

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

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

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

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

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

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

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

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

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

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

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

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

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

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

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

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

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

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

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

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

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

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

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

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

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

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

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

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

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

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

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.

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

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

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

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

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

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

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

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

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

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

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

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

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

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

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

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

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

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

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

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

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

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

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

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

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

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

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

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

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

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

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

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