Target Account Selling

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

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

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

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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

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.

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

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

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

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

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

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

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

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

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

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

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

AppExchange is Salesforce's cloud marketplace, offering a vast ecosystem of apps and expert services to extend Salesforce functionality.

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

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.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

XML (Extensible Markup Language) is a markup language for encoding documents in a format that is both human-readable and machine-readable.

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

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

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

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

Signaling is using credible actions to convey information about quality or intent to a less-informed party, effectively building trust.

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

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

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

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

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

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

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

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

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

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

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

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

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

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

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

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

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

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

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

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.

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

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

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

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

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

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

The consideration buying stage is where potential customers have defined their problem and are now actively researching and evaluating solutions.

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

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

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

Outside sales reps sell products/services in person, traveling to meet clients and close deals face-to-face, outside of a traditional office.

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

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

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

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

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

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

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

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

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

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

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

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

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

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.

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

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

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

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

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

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

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

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

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

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

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

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

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

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

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