Account Mapping

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

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

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

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

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

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

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

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

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

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

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

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

The buying process is the journey a customer takes from first realizing a need to making a final purchase decision and evaluating it afterward.

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

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

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

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

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

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

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

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

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

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

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

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

Mobile app analytics involves collecting and analyzing data from mobile apps to understand user behavior and optimize the app's performance.

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.

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

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

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

Zero-based budgeting (ZBB) is a method where all expenses are re-evaluated and must be justified from scratch for each new budget period.

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

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

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

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

Product-market fit is when a product meets the needs of a strong market, leading to high demand, customer satisfaction, and organic growth.

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

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

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

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

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

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

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

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

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

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

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

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

“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.

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

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

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

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

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

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

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

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

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.

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

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

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

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

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

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

A sales strategy is a comprehensive plan that outlines how a business will sell its products or services to achieve its revenue goals.

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

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

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