Lead Generation Tactics

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

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

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

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

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

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

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

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly 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.

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

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

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

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

LPI, or Lead Per Inquiry, is a key metric that measures how many leads are generated from each inquiry in a marketing campaign.

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

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

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

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 champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

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

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

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

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

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

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

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

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

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

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

Learn about B2B demand generation, including strategies for effective B2B demand generation, & key components of a demand generation program.

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

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

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

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

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

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

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

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

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

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

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

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.

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

SQL (Structured Query Language) is the standard language for managing and querying data within relational databases.

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.

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

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

A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

A sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

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

MEDDICC is a sales qualification framework for complex B2B deals. It helps reps identify and validate key aspects of an opportunity to close more effectively.

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

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

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

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

Learn about B2B marketing KPIs, including identifying key B2B marketing KPIs, setting achievable KPI targets, B2B vs B2C marketing KPIs: understanding the differences.

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

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.

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

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

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

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

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

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

Learn about BANT framework, including implementing BANT in sales strategy, advantages of the BANT methodology, & BANT vs. other qualification models.

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

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

Learn about below the line, including key strategies for below the line marketing, & distinguishing above and below the line tactics.

Video hosting is a service that allows users to upload, store, and share video content online, making it accessible for playback anywhere.

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

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

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

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

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

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.

The marketing funnel is a model illustrating the path potential customers take, from initial awareness to making a purchase.

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

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