Lead Generation Tactics

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

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

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

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.

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.

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

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

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

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

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

AppExchange is Salesforce's cloud marketplace, offering a vast ecosystem of apps and expert services to extend Salesforce functionality.

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

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

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

User-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

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

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

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

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

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

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

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 sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

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

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

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

Contract management is the process of creating, executing, and analyzing contracts to maximize performance and minimize financial risk.

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

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

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

Lightning Components is a UI framework for building dynamic web apps for mobile and desktop devices on the Salesforce Lightning Platform.

A Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

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

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

Deal flow refers to the stream of business proposals and investment opportunities that a company or investor receives.

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

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

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

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

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

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

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

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

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

Rapport building is the process of establishing a connection and mutual understanding with someone, creating a foundation of trust and affinity.

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

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

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

A sales forecast is a projection of future sales revenue. It's a crucial tool for businesses to make informed decisions and allocate resources.

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.

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

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

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

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

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

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

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

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

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

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

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

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

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

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

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

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

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

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

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

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

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

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.

The customer lifecycle is the journey a person takes from first becoming aware of your brand to becoming a loyal, repeat customer.

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.

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

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

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

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

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

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

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

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

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

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

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

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