B2B Marketing Glossary

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A growing number of B2B marketers are realizing the potential impact of sales 2.0 – or interacting with leads using Web 2.0 tools and technologies such as social media. With sales 2.0, the entire sales process can benefit, from lead generation to closing the final sale. To gain a solid foundation on the principles of sales 2.0, leverage these important terms and definitions: Alert – An automatic notification in sales and marketing technologies triggered by a lead’s specific behavior, change in status or the reaching of a specific lead score threshold Customer Relationship Management (CRM) – Systems and strategies that seek to drive revenue through an improved understanding of customers and an increase in customer satisfaction and relationship building Lead Nurturing – The process of building relationships with qualified prospects regardless of their timing to buy, with the goal of earning their business when they are ready Lead Scoring – The process of determining the sales readiness of leads using a predetermined scoring methodology and ranking them accordingly RSS – Stands for “Really Simple Syndication” and refers to a Web information feed that regularly updates content or data Sales 2.0 – Also referred to as social selling, the merging of Web 2.0 technologies with traditional sales strategies, enabling salespeople to better prioritize their time and serve as experts—not just negotiators— in the product selection process Sales-Ready Leads (SRLs) – A lead that is ready for sales interaction, often decided by a lead score Social Media – Any strategy, software system or media outlet that relies on social interaction and the participation of individuals or communities to create and publish content Web 2.0 – A term used to describe the second generation of web tools and software that encourage users to become more active participants, creating content and interacting with each other within web-based, social communities

Maria Pergolino, Senior Director of Marketing