Demand Generation

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

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

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

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

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

An Account Development Representative (ADR) identifies and qualifies new business opportunities, creating a pipeline for account executives.

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

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

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

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

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

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

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

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

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

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

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

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

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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.

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

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

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

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

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

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

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

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

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

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.

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

Lead generation software helps businesses automate finding and capturing potential customers' contact information to build sales pipelines.

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

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