Account-Based Selling

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

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

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

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

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.

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

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

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.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

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

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

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

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

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

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

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

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

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

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

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

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

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

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

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

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

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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.

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

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

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

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

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

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

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

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

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.

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

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

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

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

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

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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

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

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

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

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

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.

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

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

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

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

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

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

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

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

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

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

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

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

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

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

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

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

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

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.

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

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.

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

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

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

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

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

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

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

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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

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

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

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

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

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

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

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.

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

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

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