Account-Based Selling

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

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.

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

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

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

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

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

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.

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

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

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

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

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

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

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

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

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

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

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

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

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

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

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

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

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

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.

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

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

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

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

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

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 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.

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

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

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

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.

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

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

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

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

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

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

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

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

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

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

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

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

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

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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

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

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

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

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

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

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

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

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

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

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

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

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

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

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

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

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

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.

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

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

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

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

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

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

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

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

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

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

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

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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

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

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 headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

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

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

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

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

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

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

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.