Account-Based Selling

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

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

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.

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

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

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

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

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

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

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

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

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

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

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

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

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

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

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

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

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

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

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

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

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

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

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

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

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

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

“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.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

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

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

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

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

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

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

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

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

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

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

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

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

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

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

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

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

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

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

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

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

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

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

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

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

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

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

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

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

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

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

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

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

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

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

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.

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

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.

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.

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

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

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.

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

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.

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 messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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

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

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

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

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.

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

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

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

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

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

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

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

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.