Account-Based Selling

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

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.

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

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

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

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

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

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

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

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

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

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

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.

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

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

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

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

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

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

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

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

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

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

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

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

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

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

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

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

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

“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.

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

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

Sales enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

"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.

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

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

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

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

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

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

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

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.

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

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

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.

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

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

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

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

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

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

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

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

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

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

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

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

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

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

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

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

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

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

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.

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

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

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

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

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

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

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

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

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

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

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.

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

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

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

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

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

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

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

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

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

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

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

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