A buyer persona is a semi-fictional profile of an ideal individual buyer, built from research and data to capture their role, goals, challenges, and decision criteria.
The buyer journey is the process a prospect moves through from first recognizing a problem to making a purchase decision, typically described in three stages: awareness, consideration, and decision.
Buyer enablement is the practice of giving B2B buyers the information, tools, and guidance they need to complete a purchase — not just equipping sellers to sell.
Account-based marketing (ABM) is a B2B strategy that targets a defined set of high-value accounts with personalized campaigns, rather than casting a wide net to generate volume leads.
Account-based selling (ABS) is a B2B sales approach that concentrates resources on a curated list of high-value target accounts, treating each account as a “market of one.” Reps map the buying committee, personalize outreach to multiple stakeholders, and pursue each account with coordinated, multi-t
Account mapping is the practice of visually charting the people, roles, and relationships inside a target account — identifying the decision-makers, influencers, and blockers, and how they connect.
B2B data providers are companies that supply contact, firmographic, and intent data — verified emails, phone numbers, company details, and buying signals — that sales and marketing teams use to build target lists and power outreach.
BANT is a sales qualification framework that evaluates a lead against four criteria: Budget, Authority, Need, and Timing.
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