Account Management

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

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

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

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.

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

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.

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

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

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

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

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

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

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

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

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.

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

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.

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

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

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 Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

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

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

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

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

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.

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.

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

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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

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

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

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

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

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

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

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

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

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

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

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

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 bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

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

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

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

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

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

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

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

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

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

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

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

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

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.

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

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.

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

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

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

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

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

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

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

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

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

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

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

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

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.

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

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

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.

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.

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

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.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

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

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

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

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

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

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

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

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

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

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

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

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.

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

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

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

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.

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

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

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