What is a Buying Trigger?

Buying triggers are company events that indicate a potential customer might be ready to make a purchase. Examples of triggers include funding events and leadership changes.

What is a Contact Database?

Often confused with CRM, a contact database is the actual information housed within the CRM - also known as raw data. A Contact Database contains typical contact information, social media handles for the prospect, past transactions, referrals and any other information to help in your sales efforts. These databases may also be used to generate email lists.

What is a Customer Relationship Management System?

Most often referred to as CRM, this software is designed to house prospect and client contact information with a more progressive view in mind. Features often include active reporting on lead activity, pipeline insights, legal documents, progressive profiling of prospects, and more. Examples of this technology include Zoho, Salesforce, and Microsoft Dynamics. DiscoverOrg also integrates with many CRMs

What is a Email Marketing List?

Lists usually purchased from an outside company or service that provides the email addresses of individual contacts in a target market. Often the offering is a one-time list for a flat fee or a pay-per-contact basis. List size is based on the number of contacts desired by the buyer. Various tools allow for generating email marketing lists (with no limit to number of lists or contacts) based on their target market to use for prospecting efforts. List quality can be of concern for broadly sold lists because of the lack contact verification leading to a high bounce and/or return rate.

What is a Sales Cadence?

Sales cadence, also know as a sales sequence or sales workflow, refers to the frequency of a sequence of communication between a salesperson and a prospect.

What is a Sales Org Chart?

Sales organization charts provide a clear view on the exact footprint of a sales department, including project and personnel responsibilities, as well as decision makers in each vertical. It may or may not also contain pertinent contact information. Organization charts are often used in account-based marketing and selling strategies. This information is utilized to target key stakeholders in specific types of purchases and increases the likelihood of a sale occurring if used correctly.

What is a Sales Prospecting Tool?

Also called Sales Engagement Platform, these solutions for prospecting are more granularly focused on activities such as call tracking/automation, behavior tracking across company-owned media, drip email campaigns, and alerts associated with prospect/employee movement. Examples of this technology include SalesLoft and Outreach.

What is a SDR?

SDR stands for Sales Development Representative. Also know as LDR (Lead Development Rep), BDR (Business Development Rep), and sometimes MDR (Market Development Rep), this inside sales role is responsible for outbound sales prospecting.

What is a Tech Stack?

In sales and marketing, a technology stack, also called a software stack, refers to the combination of a company's software technology products. This often includes operating systems, databases, marketing automation, applicant-tracking systems, programming languages, and more.

What is Account-Based Everything?

A strategic go-to-market approach that orchestrates personalized marketing, sales, and success efforts to land and expand at named accounts.
Source: Engagio

What is Account-Based Intelligence?

The basic premise of ABI is that the more you know about an account, the better able you are to segment leads and personalize messaging. This feeds pipeline growth, renewal strategy, lead generation, sales intelligence, and database maintenance – all essential elements of a successful ABM strategy.
Source: LeadGnome

What is Account-Based Marketing?

Account-based marketing (ABM) is an alternative B2B strategy that concentrates sales and marketing resources on a clearly defined set of target accounts within a market and employs personalized campaigns designed to resonate with each account.
Source: Marketo
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