Account based marketing (ABM)
Account based marketing (ABM) is a clever approach to B2B marketing that combines sales and marketing and focuses on one or two target leads at a time.
Get a handle on essential terms, tools, and insights for finding, verifying, and managing contact information. From email verification to lead generation, sharpen your outreach with this bookmark-worthy glossary.
A
Account based marketing (ABM) is a clever approach to B2B marketing that combines sales and marketing and focuses on one or two target leads at a time.
Account based prospecting (ABP) is a B2B marketing and sales plan that involves finding, activating, and nurturing target accounts and gaining their trust.
Account mapping is an ABM strategy in which two partners combine customer data in a partner CRM in one central place.
The address verification service is a fraud prevention system that can help merchants limit fraud and chargebacks.
B
B2B prospecting combines several activities, including finding, contacting, and converting prospective buyers into customers.
Prospecting data is information on prospective customers gathered to help a business find, qualify, and convert new prospects into leads and sales.
A BASHO email is a personalized, targeted cold email that B2B companies usually use.
Boolean search allows you to filter your search parameters using words such as “AND” or “NOT.”
Buying intent, or purchase intent, refers to the potential for a customer to make a purchase.
C
The California Consumer Privacy Act allows any California consumer to request access to all information a company has stored on them.
Call analytics refers to analyzing data in meaningful ways that yield critical insights into customer behavior, preference, and overall call performance.
A call cadence is a plan that details how often a salesperson reaches out to their lead and how much time they should wait between each contact.
The CAN-SPAM Act is a United States law that prescribes the requirements that emails and other messages from entities must follow.
Cold calling is a sales call from a B2C who has never interacted with the salesperson making the call.
D
When your organization collects, stores, or uses personal data, the individuals whose data you process become vulnerable to risks.
Considering regulatory requirements, a data retention policy represents the duration, standards, and procedures for retaining different data types.
Data Subject Access Request rights help the public to know what your organization holds about them and what you do with that information.
This email address can be used temporarily and discarded after use.
Do not call compliance is a set of rules that telemarketers have to follow where consumers’ privacy is protected.
A drip campaign is a set of emails automatically sent to users who perform a specific action on a website.
E
The Electronic Communications Privacy Act protects the privacy of people communicating via wire, oral, or electronic means.
An email append occurs when data is drawn from many sources and combined into one file.
An email bounce rate is the percentage of emails your business has sent that do not reach the recipient’s inbox or even the spam folder.
Email encryption is a process in which the content of an email is hidden to prevent sensitive information from being read by the wrong individuals.
Email graylisting is a process where emails are temporarily rejected by senders that are not recognized.
F
Firmographic data is a set of attributes that describe an organization or company.
First-touch attribution is a marketing measurement method in which credit is given for converting to a customer’s first touch with your brand.
This occurs when a user starts filling out a form on a website and exits it before completing it.
This occurs when a user fills out a form on a website, completes it, and then submits the form by clicking buttons such as “done,” “submit,” “send,” etc.
G
The General Data Protection Regulation, passed in the EU, protects personal data and covers data collection, storage, and management.
H
A hard bounce happens when an email can’t be delivered due to an invalid address, full mailbox, or strict security settings.
High-intent leads include customers who exhibit purchasing characteristics and are willing to buy a product or service.
This is a form of customer service where the interactions are frequent and personalized.
I
This happens when a potential customer discovers a business’s product or service and contacts it.
Also known as buyer’s intent, this data is collected to deduce user behavior patterns on a site.
The application layer protocol is used to get emails from a mail server.
J
K
L
This involves the last interaction on a site. When a conversion occurs, all credit is given to that last interaction.
Lead attribution involves tracking which marketing processes worked the best to achieve site conversion.
Lead generation involves collecting leads or potential customers and turning their interest in a product or service into a sale.
Lead scoring ranks the best leads with the highest value to the company compared to the rest of the leads.
The lead velocity rate is a measurement that a company uses to determine how many leads a company generates over a space of time.
A legitimate interest assessment is a risk assessment confirming whether an organization can process personal data based on its interests.
M
Marketing attribution is a process used to determine which marketing tactics led to conversions and sales.
A marketing qualified lead is where a prospective customer has shown interest in a product or service.
Microtargeting is targeted advertising with the use of an individual’s data.
Multi-touch attribution is a user’s journey on a site, where conversion occurs and credit is due.
Multichannel outreach involves multiple ways of communicating with prospective clients.
N
The number of new potential customers added to a company’s database during a specific time is known as the net new leads.
O
Opt down is a feature that allows users to change the frequency with which they would like to receive communication instead of completely opting out.
Opt-in consent is the permission the user gives a company to send them emails or newsletters.
Outbound leads include potential customers who have not yet purchased but have shown interest in a company’s product or service.
P
Permission to contact is a form of approval that a person gives for a sales agent to contact them.
Personal data is an individual’s information that can be used to directly or indirectly identify them.
This is a regulation that controls the handling of personal data during commercial activities.
Personally identifiable information is the data used to identify an individual directly or indirectly.
A phone parser is a program that can extract data from a phone so that it can be used.
Phone prospecting is the process of contacting prospective customers who may be interested in a product or service.
Q
R
Reverse email lookup is used to find an individual’s details using their email address.
The right to be forgotten rule applies to individuals who want their details removed from public databases.
S
A sales dialer is a preloaded list of caller IDs that a call center or sales representative may use to make outbound calls.
Second-party data is first-party data from a specific organization shared with another organization.
Secure email gateways are a security measure to protect a recipient from harmful emails.
Seed email lists are lists of addresses companies can use to test their mail before sending them to subscribers or a wider audience.
T
A talk track is a set of questions a sales representative may use to make a sales call more understandable.
Target account selling is used as a sales tactic where high-value leads are prioritized to get more conversions and revenue.
The telemarketing sales rule is a regulation that prohibits a telemarketer from making false claims, using abusive language, or misinterpreting information.
The Telephone Consumer Protection Act is a regulation that prohibits the use of automated equipment to make calls and send messages.
Third-party data is obtained from other companies and not directly collected from the user.
U
Unsolicited commercial email is a type of email that is considered spam because it is sent to many recipients without their permission.
V
A virtual phone number is not connected to a specific internet or service provider and can be used anywhere.
Voice over Internet Protocol is a way of making calls via the internet.
W
X
Y
Z
A user voluntarily shares zero-party data, so the company may use that data.
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