Target Account Selling

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

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

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

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

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.

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

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

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

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

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

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

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

Data cleansing, or data scrubbing, is the process of detecting and correcting inaccurate records from a dataset to improve data quality.

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

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

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

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

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

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

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

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

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

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

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

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

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

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

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

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

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

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

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

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

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

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

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

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

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

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

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

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

A/B testing is a method of comparing two versions of something, like a webpage or email, to determine which one performs better with your audience.

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

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

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

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

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

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

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

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

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

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

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

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

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

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

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

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

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

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

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

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.

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

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

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

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

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

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

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

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

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

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

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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

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

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.