Target Account Selling

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

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

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

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

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

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

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

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

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

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.

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

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

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

A sales demonstration is a presentation showing a prospect how a product or service works and how it can solve their specific problems.

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

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

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

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

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

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

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

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

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.

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

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

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

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

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

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

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

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

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

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

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

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

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

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

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

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

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

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

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

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

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

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

Video hosting is a service that allows users to upload, store, and share video content online, making it accessible for playback anywhere.

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

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

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.

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

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

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

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

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

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

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

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

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

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

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

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

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

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

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

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

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

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

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

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

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

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

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

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

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

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

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

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

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.

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

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