Glossary

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Account

In B2B, an account represents a company or organisation that fits your target market and has potential buying influence.

Account scoring assigns value to target accounts based on attributes and behaviours that indicate potential to convert.

ABX revolutionises B2B engagement by integrating personalised marketing, sales, and customer success, ensuring a seamless and value-driven buyer...

Account-based marketing (ABM) is a strategic approach that focuses resources on a defined set of target accounts to deliver personalised campaigns.

Account-based selling (ABS) complements ABM by applying the same account-centric principles within sales outreach.

An intent signal is a specific behavioural indicator, such as repeated content engagement or keyword searches, that suggests purchase intent.

An intent-qualified account (IQA) is a company demonstrating clear research or buying signals around relevant topics.

A key account is a high-value client or prospect that receives elevated attention due to its strategic or revenue potential.

A marketing-qualified account (MQA) is a company that meets the ICP and engagement thresholds to warrant sales outreach within an ABM framework.

A strategic account is a high-value client that represents significant long-term revenue potential and warrants dedicated focus from commercial...

A target account list (TAL) is a curated selection of high-priority companies a business intends to pursue through focused marketing and sales...