Demand Generation Framework

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

The lead qualification process is how you determine which prospects are most likely to become customers by evaluating them against specific criteria.

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

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

Competitive intelligence (CI) is the ethical gathering and analysis of market data to inform strategic business decisions and gain an advantage.

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.

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

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

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.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

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

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

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

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

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

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

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

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

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

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

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

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

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

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

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

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

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

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

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

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

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

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

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

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

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

Application Performance Management (APM) monitors and manages an application's performance, availability, and the experience of its end-users.

“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.

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

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

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

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

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

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

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

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

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

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

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

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

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

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

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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

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

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

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

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

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

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

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

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

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

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

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

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

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

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 Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

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

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

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.

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

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

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

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

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

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.

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

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

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

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

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

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

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

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

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

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

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

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

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

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

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.