Account-Based Selling

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

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

A sales demonstration is a presentation showing a prospect how a product or service works and how it can solve their specific problems.

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

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

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

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.

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

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

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

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

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

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.

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

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

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

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

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

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

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

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

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

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

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

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

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

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

"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 soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

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.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

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

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.

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.

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

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

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

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

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

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

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

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

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

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

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

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

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

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

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

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

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

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

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

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

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

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

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

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

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

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

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

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

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

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

Learn about batch processing, including benefits of batch processing, best practices for implementation, & common use cases.

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

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

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

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

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

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

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

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

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

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.

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

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

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

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.