Account-Based Selling

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

“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.

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

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

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

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

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

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

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

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

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

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

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

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.

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

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

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

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

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

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

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

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

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

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

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

Digital Rights Management (DRM) is technology that controls access to copyrighted digital content, restricting its use, modification, and distribution.

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

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

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

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

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

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

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

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

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

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

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.

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

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

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

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

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

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

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.

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

Subscription models are a business strategy where customers pay a recurring fee at regular intervals for access to a 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 custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

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

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

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

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

A lead magnet is a free incentive offered to potential customers in exchange for their contact details, like an email, to generate sales leads.

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

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

Prospecting is the process of identifying potential customers, or prospects, to build a sales pipeline and generate new business opportunities.

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

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

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

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

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

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

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

Data privacy is an individual's right to control their personal information, including how it's collected, processed, stored, and shared.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

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

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

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

A Sales Qualified Lead (SQL) is a prospect vetted by marketing and sales, deemed ready for a direct sales pitch after showing intent to buy.

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

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

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

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

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

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.