Onboarding Flashcards
Understand Key Industry Terms, Competitors, and SalesIntel
SalesIntel Elevator pitch
Sales Intelligence platform that provides sales and marketing teams with human verified b2b company and contact data
Account Based Marketing (ABM)
A strategic 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
Net New Business
An account that you have never sold anything to
Lead Scoring
A methodology used to rank prospects against a scale that represents the perceived value each lead represents to the organization. The resulting score is used to determine which leads a receiving function (e.g. sales, partners, teleprospecting) will engage, in order of priority
Account Scoring
The process of sorting all the potential customers in an order from the most to the least valuable. The estimated value of an account is equal to the proximity to the ideal customer profile
Firmographic Data
Industry, Location, Company Size, Revenue
Technographic Data
Insights on a company’s current technology choices combined with buying signals that indicate future technology needs
Ideal Customer Profile (ICP)
A description of the company — not the individual buyer or end user — that’s a perfect fit for your solution. Use Firmographics and Technographics to create this profile
Machine Learning (as it relates to AI)
A method of data analysis that automates analytical model building. It is a branch of AI based on the idea that systems can learn from data, identify patterns and make decisions with minimal human intervention.
Natural Language Processing
A branch of AI that deals with the interaction between computers and humans using the natural language. The ultimate objective of NLP is to read, decipher, understand, and make sense of the human languages in a manner that is valuable
Know Your Customer (KYC)
What businesses do in order to verify the identity of their clients either before or during the time that they start doing business with them. The term KYC can also reference the regulated bank practices that are similarly used to verify clients’ identities.
Pardot
Marketing Automation software. Acquired by Salesforce. ID best leads, track engagement with campaigns, improve follow up speed, automate lead qualification and nurturing, calculate marketing ROI
Marketo
marketing automation software focused on ABM
Mintigo
a self-serve B2B customer intelligence platform that guides marketing and sales teams on who to target and how to engage
SalesIntel Research Team
Team of over 200 researchers with another 1200 on demand that hand verify phone and email records to provide highly accurate contact data into the SalesIntel database
SalesIntel Data Quality
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Web Experience (ABM Element)
Tailor your website and content based on who is viewing it and what is most important/interesting to them
Analytics (ABM Element)
Marketers get a complete picture of their overall marketing performance—across the entire marketing and sales funnel
Content Marketing (ABM Element
A type of marketing that involves the creation and sharing of online material (such as videos, blogs, and social media posts) that does not explicitly promote a brand but is intended to stimulate interest in its products or services.
Sales Enablement (ABM Element)
A structured system (tools, training, technology, processes) designed to help sales reps successfully engage with prospective buyers throughout the sales process by equipping sales organizations with the right information, content, and tools.
CRM (ABM Element)
The system of record for sales activity, individual performance, and sales revenue
Marketing Automation System (MAS)
Software platforms and technologies designed for marketing departments and organizations to more effectively market on multiple channels online (such as email, social media, websites, etc.) and automate repetitive tasks
HubSpot
Inbound marketing and sales software that helps companies attract visitors, convert leads, and close customers. You can use their tools to host web and landing pages, create blogs and email sequences, and manage interactions with your leads and customers—all while analyzing the success of campaign and tracking user behavior
Outreach.io
Sales Engagement and Sales Automation platform