Target Account Selling

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

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

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

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

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

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

“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.

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

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

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

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

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

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

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

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

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

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

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

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

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

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

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

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

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

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

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

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

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

A Quarterly Business Review (QBR) is a recurring meeting to assess performance against goals and align on strategy for the next quarter.

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

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

Fault tolerance is a system's ability to continue operating without interruption when one or more of its components fail.

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

Software as a Service (SaaS) is a cloud-based model where users subscribe to an application and access it over the internet.

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

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

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

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

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

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

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

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

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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.

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

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

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

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

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

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

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

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

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.

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.

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

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

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.

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

Trade shows are events where companies in a specific industry showcase their latest products and services to find new customers and partners.

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

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.

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

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.

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

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

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

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

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

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

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

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

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

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

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

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

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

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

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