B2B Sales

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

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

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

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

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

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

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

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

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

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

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

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

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

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

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

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

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

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.

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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

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

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

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

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

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

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

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

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

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

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

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

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

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

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

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

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

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

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

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.

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

“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.

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.

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

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.

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

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.

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

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

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.

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

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

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

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.

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

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 use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

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

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

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 sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

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

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

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

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

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

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

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

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

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

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

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

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

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

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

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

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

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

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

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

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

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.

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

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

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

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

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

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

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

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

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

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

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

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