Demand Generation Framework

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

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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.

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

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

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

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

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

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

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

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.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

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

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

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.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

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

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

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

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

“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.

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

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

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

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

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

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.

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

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

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

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

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

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

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

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

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

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

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.

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

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

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

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

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

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

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

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.

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.

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

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

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

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

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

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

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

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

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

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.

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

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

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

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

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

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

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

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.

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

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

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

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

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

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

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

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

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

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

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.

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

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

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.

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

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

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

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.