Demand Generation

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

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

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

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

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

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

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

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

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

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

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

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

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

Learn about B2B marketing attribution, including challenges in B2B marketing attribution, & key metrics for effective attribution.

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

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

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

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

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

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

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

Sales Engineers blend deep technical knowledge with sales acumen, demonstrating a product's value and solving customer problems to drive revenue.

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

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

X-Sell, or cross-selling, is a sales strategy of selling additional, related products or services to an existing customer base.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

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.

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

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

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

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

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

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

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

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

A Sales Development Representative (SDR) is a sales specialist who finds and qualifies new leads, building a pipeline for the sales team.

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

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

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

A knowledge base is a self-serve online library of information about a product, service, department, or topic.

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.

Website visitor tracking collects and analyzes data on user behavior to understand their journey and improve the overall user experience.

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

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

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

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

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

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.

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

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

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

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

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.

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

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.

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

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

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

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

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

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

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

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

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

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

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.

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

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

A marketing play is a repeatable tactic used to achieve a specific marketing goal, like generating leads or driving engagement.

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

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

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

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

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

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

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

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

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.

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

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

Learn about brag book, including crafting your outstanding brag book, essential components of a brag book, & brag book vs. resume: unveiling the differences.

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

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

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

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

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

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

A Marketing Qualified Account (MQA) is a target company that has shown significant engagement, indicating it's ready for the sales team to pursue.

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.