Account-based selling
Working a chosen set of companies one at a time, with research and messages built for each account, instead of sending one message to a list. SYNC works this way: a plan per account, built around one change.
Glossary
Glossary.
The words of account research and outreach, and what each one means in SYNC by iSyncSO. Sixteen terms, in alphabetical order.
AI SDR
Software that does the work of a sales development representative (SDR): finding companies worth talking to, researching them and writing the first messages. SYNC by iSyncSO is an AI SDR that researches first and writes only when it has a reason it can cite.
Blocker
A person in the buying group who is likely to stop a purchase. SYNC never writes to a blocker.
Buying group (buying committee)
The people at one company who take part in a purchase. SYNC maps it in seven roles: economic buyer, champion, user, influencer, blocker, indifferent and unknown.
Buying signal (trigger event)
A change at a company that makes an offer more relevant now, such as a new vacancy, a change of leadership, a new location or news. In SYNC a signal becomes a reason to write only when it meets your criteria.
Champion
A person in the buying group who would argue for a purchase inside the company. In a SYNC contact plan, champions hear after users and before the people who decide.
CIDE
The Context Informed Data Engine, the part of SYNC that decides whether there is anything worth saying to an account, to whom, and why.
Contact plan
The order in which SYNC approaches the people at one account: users first, buyers last, one new person at a time, and never a blocker.
Could not establish
How SYNC marks a criterion it found no evidence for. It is never guessed, and it is kept apart from a score of zero, which means SYNC checked and the answer was no.
Criteria (fit rules)
Up to twelve rules that companies are scored against, proposed from what SYNC learned about your company and from how you recognise a good prospect. You can reword, weight or strike any of them.
Economic buyer
The person in the buying group who decides on the budget. In a SYNC contact plan, buyers hear last.
First look
A free report on your own company that SYNC writes after you sign up at isyncso.com/try and confirm your email: what you sell, who buys it, and examples of companies that would probably buy from you.
Human approval
In SYNC, every account starts with a person approving each message on the release desk before it is sent. You can relax that per account.
Ideal customer profile (ICP)
A description of the companies most likely to buy what you sell. In SYNC it takes the form of criteria that every company is scored against.
Reason to write
A buying signal that meets your criteria and has a source you can open. SYNC's rule: no reason, no message.
Tier
Where a company lands after scoring, from A to D. In SYNC, A and B are worked, and C and D are left alone.