Demand Generation Framework

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

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

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

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

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

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

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

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

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

A payment gateway is a service that authorizes and processes payments for businesses, acting as a secure link between the customer and the merchant.

Product-Led Growth (PLG) is a business strategy where the product itself drives user acquisition, conversion, and expansion.

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

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

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

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

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

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

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

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

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

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

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

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

Return on Investment (ROI) is a key performance metric that measures the profitability of an investment relative to its initial cost.

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

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

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

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

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

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

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

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

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

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

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

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

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

Sales forecast accuracy is a key metric that compares your predicted sales revenue against the actual sales revenue you ultimately achieve.

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

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

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

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

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

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

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

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

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

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

Lead generation tactics are the strategies and methods used to attract potential customers and convert them into leads for your sales team.

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

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

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 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.

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

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

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

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

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

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

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

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

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

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

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

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

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

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

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

Omnichannel sales is a strategy that integrates all physical and digital sales channels to create a seamless, unified customer experience.

A Request for Proposal (RFP) is a formal document that outlines a project's needs and invites qualified vendors to submit bids to complete it.

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

A Sales Qualified Lead (SQL) is a prospect vetted by marketing and sales, deemed ready for a direct sales pitch after showing intent to buy.

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

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

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

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

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

A complex sale features a long sales cycle, multiple stakeholders, and a high-value transaction, demanding a strategic, consultative approach.

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

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

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

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

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

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

Learn about brand awareness, including understanding its importance, building an effective strategy, key metrics to track, & examples in the real world.

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

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

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