Target Account Selling

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

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

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

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

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

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

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

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

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

A weighted sales pipeline forecasts revenue by assigning a closing probability to each deal, giving a more accurate picture of potential income.

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

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

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

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

Sales conversion rate is the percentage of prospects who take a desired action, like making a purchase, turning them into customers.

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

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

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

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

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

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

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

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

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

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

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

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

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

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

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

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

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

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

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

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

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

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

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

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

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

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

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

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

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

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

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

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

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

Return on Marketing Investment (ROMI) measures the revenue generated by a marketing campaign relative to the cost of that campaign.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

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

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

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

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 firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

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

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

Learn about B2B2C, including benefits of B2B2C model, key strategies for B2B2C success, & B2B2C vs. B2C vs. B2B: understanding the differences.

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

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

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.

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

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

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

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

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

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

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

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

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

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

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

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

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

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

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

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

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

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.