Demand Generation Framework

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

Data-driven marketing uses customer data to inform marketing decisions, optimize campaigns, and deliver personalized experiences to consumers.

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

Multi-channel marketing uses various platforms—like email, social media, and direct mail—to engage with customers wherever they are.

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

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.

The buyer journey maps the path a potential customer takes, from first learning about a product to the final decision to buy.

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

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

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

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

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.

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

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

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

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

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.

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

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

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

Inventory management is the process of ordering, storing, and using a company's inventory, from raw materials to finished goods.

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

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

Sales velocity is a key metric measuring the speed at which your company makes money. It shows how fast deals move through your sales pipeline.

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

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.

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

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

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

Your email deliverability rate is the percentage of sent emails that successfully land in a recipient's inbox, rather than bouncing or going to spam.

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

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 spiff is a short-term sales incentive, often a cash bonus, paid directly to a salesperson for selling a specific product or service.

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

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

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.

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

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

Smarketing is the process of aligning your sales and marketing teams. This integration focuses on shared goals to improve lead quality and drive revenue.

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

The open rate is the percentage of recipients who opened an email. It's a primary indicator of a subject line's effectiveness.

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

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

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

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

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

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

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

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

Average Order Value (AOV) tracks the average dollar amount spent each time a customer places an order on your website or mobile app.

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

Territory management is the process of segmenting customers into groups by geography or other factors to optimize sales efforts and resources.

Demand forecasting is the process of predicting future customer demand for a product or service based on historical data and market trends.

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

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

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

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

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

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

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

On-Target Earnings (OTE) is a salesperson's total potential pay, combining base salary and commission for hitting their sales quota.

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

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

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 behavior, including understanding the buyer's journey, influencing factors in buyer behavior, & buyer behavior and marketing strategy.

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

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

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

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

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

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

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

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

“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.

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.