Demand Generation Framework

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

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

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

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

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

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

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

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

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

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

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

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

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

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

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

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

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

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.

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

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.

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

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

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

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

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

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

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

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

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

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

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

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.

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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

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

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.

LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.

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

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

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

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.

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.

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.

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

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

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

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

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

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

A sales pipeline is a visual representation of where prospects are in the sales process, from the first contact to the final sale.

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

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

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

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

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

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

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

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

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

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

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

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

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

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

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

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

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

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

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

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

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

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

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.

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

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

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

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

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

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

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

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

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.

"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.

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

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

Feature flags let you remotely control features in your app without new code. This enables safe testing, gradual rollouts, and quick rollbacks.