Sales and Marketing Glossary

What is Website Lead Tracking?

What is Website Lead Tracking?

Website lead tracking is the process of collecting and analyzing a lead’s website interactions, then performing specialized marketing activities based on these interactions. Website lead tracking is a part of lead tracking that assists sales and marketing teams in measuring the performance of their lead […]

What is the Buyer’s Journey?

What is the Buyer’s Journey?

The buyer’s journey is a series of stages that a buyer follows to purchase a product and/or service. At a high level, the buyer’s journey is comprised of awareness, consideration, and decision stages. A clearly understood and defined buyer’s journey can help sales and marketing […]

What is Lead Tracking?

What is Lead Tracking?

Lead tracking is the process of attributing the interactions of leads to a lead profile, monitoring lead’s interactions, and analyzing results and improving processes. Sales and marketing teams can track every point of contact from every channel. These marketing and sales touch points can aggregate […]

What is an Ideal Customer Profile (ICP)?

What is an Ideal Customer Profile (ICP)?

An ideal customer profile (ICP) is a model of a company’s ideal customer that assists sales and marketing teams with strategic decision making in their day-to-day activities. The sales and marketing teams define an ICP to identify accounts that will be the highest value for […]

What is CRM Software?

What is CRM Software?

CRM software is a centralized tool to manage and organize all interactions between a company’s sales and marketing interactions with current customers and sales prospects. CRM stands for customer relationship management. CRM software comes in different forms depending on each tool’s niche and serves both […]

What are Technographics?

What are Technographics?

Technographics is a set of technology-based characteristics about a company and its processes. Examples of technographic data includes website technology such as CMS, digital analytics, CRM software, marketing automation tools, etc. Technographics are a type of firmographic data because these technological data points are attached […]

What is B2B Lead Generation?

What is B2B Lead Generation?

B2B lead generation is the process of capturing interest in products and/or services in order to gain more potential buyers. Sales and marketing teams use many different methods to capture interest from potential buyers. Sales teams use methods such as outbound phone and email prospecting, […]

What is Marketing Operations?

What is Marketing Operations?

Marketing operations is a function that implements data-driven reporting, defines processes, and oversees technology implementations and automated workflows. Marketing operations is a critical role with in marketing and sales teams, especially those implementing an account-based marketing strategy. Reporting and Measuring the Impact on Marketing Activities […]

What are Sales Development Tools?

What are Sales Development Tools?

Sales development tools assist sales development representatives (SDRs) in prospecting and qualifying both inbound and outbound leads. These tools help in building prospect lists, gathering data insights, nurturing prospects, scheduling meetings, social selling, receiving purchase intent notifications, etc. SDRs need to be equipped with the […]

What is a B2B Sales Pipeline?

What is a B2B Sales Pipeline?

A B2B sales pipeline is a visual representation of the steps that sales need to complete in order to convert a lead into a customer. All members of sales teams are involved in moving leads through the sales pipeline including sales development representatives (SDRs). Also, […]

What is Anonymous Website Visitor Tracking?

What is Anonymous Website Visitor Tracking?

Anonymous website visitor tracking is the process of “unmasking” website visitors and then analyzing visitors’ behavior. By “unmasking” visitors, sales and marketing teams are able to discover which companies are visiting their website via reverse IP address look-up. Sales and marketing teams are able to […]

What is Account-Based Marketing (ABM)?

What is Account-Based Marketing (ABM)?

Account-based marketing (ABM) is a marketing and sales strategy that focuses on selling to a defined list of accounts. This list of accounts are created from a company’s ideal customer profile (ICP). Under an ABM strategy, marketing and sales teams are more aligned in common […]

What is B2B Lead Scoring?

What is B2B Lead Scoring?

B2B lead scoring is a process in which marketers apply a number score to leads in order to create a prioritized list leads for marketing and sales teams. Lead scores are created by sales and marketing teams using firmographic attributes based on their ideal customer […]

What is B2B Inbound Sales?

What is B2B Inbound Sales?

B2B inbound sales is the process of identifying, nurturing, and advising leads that have shown interest in a company’s products and/or services. Sales Development Representatives (SDRs) usually execute the B2B inbound sales process which is a major component in a lead generation strategy. Identifying Inbound […]

What is B2B Outbound Sales Prospecting?

What is B2B Outbound Sales Prospecting?

B2B outbound sales prospecting is the act of discovering, evaluating, and then reaching out to companies that would be an ideal customer. B2B outbound sales prospecting is a major part of a lead generation strategy and mainly executed by sales development representatives (SDRs). The ultimate […]

What is B2B Content Marketing?

What is B2B Content Marketing?

B2B content marketing is a type of lead generation strategy in which an organization creates material such as blog posts, infographics, videos, webinars, research papers, etc. in order to maintain interest in an organization’s products or services. Organizations, depending on size, typically utilize a number […]

What is a Sales Development Representative (SDR)?

What is a Sales Development Representative (SDR)?

At a high level, a sales development representative (SDR) is a position that focuses on prospecting and qualifying both inbound and outbound leads. Once an SDR has qualified a lead, the lead is then passed off to an account executive to close the deal. Sales […]

What is Firmographic Data?

What is Firmographic Data?

Firmographics is a set of characteristics about an organization. Firmographic data can be broken down into two groups, standardized characteristics and custom characteristics. Standardized characteristics is data that remains the same regardless of which organization is using the data. Examples of standardized characteristics are industry, […]

What is B2B Purchase Intent Scoring?

What is B2B Purchase Intent Scoring?

B2B purchase intent scoring is the process of collecting an account’s activities and parsing this data into a purchase intent score. This data can be digital such as website interactions or email interactions or non-digital such as cold calling. Marketing and sales teams in identifying […]

What are B2B Marketing Automation Tools?

What are B2B Marketing Automation Tools?

B2B marketing automation tools allow marketers to automate marketing task, plan, coordinate, and measure marketing campaigns and it’s performance. Specifically, B2B marketing automation tools help in identifying, tracking, and gathering leads. There are B2B marketing automation platforms for every size company from small businesses to […]

What is Account-Based Website Personalization?

What is Account-Based Website Personalization?

Account-based website personalization is the act of personalizing your website based on the account that is visiting your website. For example, if Widget Corporation is visiting your website, you would personalize your website content for Widget Corporation. This process of website personalization may include swapping […]