Glossary
A
A/B Testing
A/B Testing involves running two test versions of the same thing, against one another, to see which one performs better and eliminate guesswork.
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Account-Based Marketing
Account-based marketing (ABM) is a marketing strategy with a laser-focused approach to marketing and sales for the most valuable accounts to your business.
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Account Executive
An Account Executive (AE) is part of the sales team and is in charge of bringing in new client accounts.
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Account Manager
An account manager is the main point of contact between the company and a specific, high-value client.
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Affiliate
Affiliates are people or organizations that are not the original seller of a product, but who receive a commission for sales of the product.
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Annual Recurring Revenue
Annual Recurring Revenue (ARR) is a SaaS sales metric used by a subscription-based business model that shows the overall revenue that comes in every year for the life of a subscription.
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B
BANT
BANT is a simple framework for qualifying prospects in a business-to-business (B2B) sales and marketing setting.
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Bulk Email
Bulk Email, also known as mass email or email blasts, is sending one email campaign (with one primary, central message) to a large group of recipients at the same time, simultaneously.
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Bulk Enrichment
Bulk Enrichment refers to the process of enriching your already existing sales and marketing data with the missing information about your prospects by using a data enrichment tool, such as a Bulk Extractor.
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C
Call to action
A call to action (CTA) is a prompt on a website or a button in an email that instructs the user to take some specified action.
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Case Study
A Case Study or Success Story is a report published by a company that outlines the success and effectiveness of a real customer’s experience using your product or service.
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Churn Rate
The churn rate is defined by the percentage of customers who have stopped using a product or service over a certain period of time.
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Cold Outreach
Cold Outreach is any form of breaking the ice between you and a prospect / potential customer with the goal to start communication and build a business relationship.
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Customer Success
Customer success is growth management for ensuring that customers get the results they want from your product or service.
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D
Demo Call
A sales demonstration call or in short, a sales demo, is a detailed presentation of a product or service to a potential customer.
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Discovery Call
The first call sales reps make after interacting with a potential customer is the sales discovery call, also referred to as a disco call.
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Drip Campaign
A Drip Campaign refers to a triggered, automated sequence of emails sent to specifically targeted recipients or email subscribers to achieve a certain outcome.
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E
Email Automation
Email automation is the use of software in order to automatically send messages in bulk.
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Email Warm-up
An Email Warm-up is a process that warms up your email account before you start sending cold outreach campaigns to avoid being marked as spam.
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F
Firmographics
Firmographics, firmographic data or emporographics refer to a set of characteristics about a company.
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Follow-up
Follow-up refers to every subsequent message you send to see if they saw and read your first (usually cold outreach) message, no matter the channel.
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Forecasting
Forecasting is a method used by marketers and salespeople for estimating how future strategy might deliver on its objectives.
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