Target Account Selling

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

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

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

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

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

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

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

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

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

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

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

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

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

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

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

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

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

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

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

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

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

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

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

Marketing attribution is the process of identifying which touchpoints contribute to a conversion and assigning value to each of them.

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.

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

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

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

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

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 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.

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

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.

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

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

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

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

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

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

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

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

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

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

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

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.

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

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

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

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

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

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

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

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

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

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

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

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

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

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

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

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

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.

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

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

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

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

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

Lead management is the process of capturing, nurturing, and qualifying leads to guide them from initial interest to sales-ready.

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

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

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

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

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

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

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

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

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

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

“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.

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

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

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

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

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

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

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

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.

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

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

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.