Target Account Selling

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.

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

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

A spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

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

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

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

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

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

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

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

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

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

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

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

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

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

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

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

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

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

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

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

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.

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

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

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

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

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

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

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

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

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

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

Overcoming objections is the process of addressing and resolving a prospect's concerns or hesitations to move a sale forward.

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

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

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

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

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

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.

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

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

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

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

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

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

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

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.

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

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

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

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

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

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.

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

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

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

Digital Rights Management (DRM) is technology that controls access to copyrighted digital content, restricting its use, modification, and distribution.

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

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

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

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

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

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

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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

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

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

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

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

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

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

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.

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

Forward revenue is the total value of all active, committed contracts that are expected to be recognized as revenue in the future.

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

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

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

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

Incident response is an organization's systematic approach to managing and mitigating the aftermath of a security breach or cyberattack.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

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

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

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

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

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.