B2B Demand Generation Strategy

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

A sales methodology is the framework that guides how your sales team approaches the entire sales process, from prospecting to closing deals.

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

A sales cycle is the series of steps a company takes to close a new customer. It starts with prospecting and ends with a signed deal.

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

Intent-based leads are potential customers whose online actions—like searches or content engagement—signal a clear interest in buying a solution.

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

Sales territory management is the process of grouping accounts into territories and assigning them to reps to maximize sales and market coverage.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

Pipeline coverage is a key sales metric. It's the ratio of your total open pipeline value to your sales quota for a specific period.

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

API security is the practice of protecting application programming interfaces from attacks, preventing data breaches and unauthorized access.

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

Key Performance Indicators (KPIs) are measurable values that demonstrate how effectively a company is achieving its key business objectives.

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

Objection handling is the process of responding to a prospect's concerns or hesitations about a product or service to move a deal forward.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

A headless CMS is a back-end content repository that delivers content via API to any front-end, decoupling the content from its presentation layer.

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.