Lead generation lingo - understanding the basics

Are you new to the world of lead generation and targeted outreach? Do you find yourself at the water-cooler, or on a Zoom call, nodding unknowingly when the Marketing Director starts to speak?

If so, you’re going to LOVE our marketing lingo cheat sheet. It will transform you from marketing rookie into marketing guru in no time!

So, take a moment to get lead-gen savvy and have a read through the Dux-Soup guide to marketing lingo. Get up to speed on this confusing new language and impress your peers with your know-how. Here’s our top 25 to get you started …

 

1)    A/B Testing – a research methodology used to test 2 variants. Often this can be used on a small, segmented audience to find out which variant is more likely to provide a positive response.

2)    Boolean Search - a search functionality that allows a user to combine keywords such as AND, NOT and OR to produce more relevant results, for example “LinkedIn” AND “Dux-Soup” would limit search results to only those including both of these keywords.

3)    Connection Request and Connection Acceptance – refers to LinkedIn. This is the process by which two people become 1st degree connections (see below). Firstly, you send or receive a great Connection Request. This then has to be accepted in order for both parties to be able to view each other’s complete profile and message each other directly.

      a)     1st-degree connections - people you're directly connected to because of your professional relationships, or you've accepted their invitation to connect. You can message these contacts directly.

       b)    2nd-degree connections - people who are connected to your 1st-degree connections. You can send them a connection request to connect and add them to your network.

       c)     3rd-degree connections - people who are connected to your 2nd-degree connections. You can send them a connection request to connect (same as with your 2nd-degree connections)

      d)    Out of Network or 3+ degree connections - these are connections that do not belong to any of the above categories and will be displayed as "LinkedIn Member".

4)    CRM (Customer Relationship Management or Lead Management system) – A CRM tool is a system used by businesses to record and store data about prospects and customer interactions centrally, so that this information can be shared with colleagues for improved relationship management.

5)    Drip Campaign – a sales or marketing communications strategy that sends or ‘drips’ a number of pre-written messages to prospects. Also known as drip sequence, nurture sequence or just a ‘campaign’.

Dux-Soup provides the ability to use Automated Drip Campaigns, where the user decides which action will generate an automated response. The responses are pre-defined and sent over a pre-defined period of time (ie. send message two, 5 days after message one etc.). You can also run Multiple Drip Campaigns at any one time for more targeted messaging.

6)    Dux-Soup – (This bit you may already know)! Dux-Soup is a LinkedIn lead generation tool. The company was founded in 2015 by Will van der Sanden to nurture prospects through the sales process and win more business, by doing away with the endless manual effort that goes into obtaining, compiling and managing qualified contacts from LinkedIn – instead, all of this can be automated using Dux-Soup.

There are 3 Dux-Soup plans:

       a)    Starter Dux – a free starter edition to get you going; find prospects on LinkedIn and visit profiles.

       b)    Pro Dux – allows you to upload prospect lists, start auto messaging as well as tag and filter for better targeting

       c)     Turbo Dux – all the Dux benefits - at scale. Turbo allows you to do everything you can with Pro – PLUS much more! With Turbo you can connect with your CRM and other led gen systems, run multiple, concurrent drip campaigns as well as creating multi-channel lead generation workflows

7)    Events – refers to a LinkedIn action such as a profile view or a message sent or received. Events can be used to trigger an action such as the sending of an automated message (see Drip Campaigns above).

8)    Growth Hacking - the term growth hacking was coined by Sean Ellis in 2010, whilst trying to define a new job description. Sean is the CEO of GrowthHackers and states that the term ‘refers to the use of innovative and cost-effective ways to grow a business. It’s all about marketing experimentation and achieving quick results’. Growth Hacking strategies include every-day marketing techniques like SEO (Search Engine Optimisation), content and email marketing, lead generation, and the use of social media etc.

9)    Lead Generation (or Lead Gen) – the process used by marketers to capture interest in their business/services/products to help them identify prospects for their sales pipeline (see below). Read about effective LinkedIn lead generation strategies.

10) LinkedIn Automation – the use of software (such as Dux-Soup) to automate LinkedIn actions, such as growing your connections, communicating with customers and lead generation outreach. Automation removes the manual process, allowing you to scale your activity.

11) LinkedIn Connection Limits – the number of new connection invitations per week that LinkedIn will allow a user to send. 2021 has seen a restriction put in place to ensure users don’t exceed 100 new invitations per week. It’s no biggy though – take a look at another recent blog for a few tips and tricks on how to bypass LinkedIn’s connection limits!

12) LinkedIn Sales Insights - part of LinkedIn Sales Solutions, LinkedIn Sales Insights provides access to LinkedIn data on a worldwide scale, allowing users to monitor the growth of departments and roles to better segment prospects for smarter sales planning.

13) LinkedIn Sales Navigator – part of LinkedIn Sales Solutions, LinkedIn Sales Navigator allows the user to identify key companies and prospects quicker, keeps track of their business movements (if they change company for example), and provides users with up-to-date contact information). Sales Navigator offers 3 different plans: Professional (individual), Team or Enterprise.

14) Message Bridge – a connection between two real-time interfaces to channel information, such as LinkedIn and Dux-Soup. Users can activate Message Bridge in Dux-Soup Turbo to process unread messages and new connection for example.

15) Outreach – quite literally ‘reaching out’ to a potential connection.  “What’s your chosen method of outreach?” “I use LinkedIn”. If LinkedIn is new to you – take a look at this beginners guide to LinkedIn from earlier this year (but bear in mind your LinkedIn connection limit now stands at 100 per week)

16) Personalization – the ability to personalize your messaging so the receiver knows you’ve done your homework and is therefore more likely to be receptive to what you have to say.

17) Prospecting the first stage in the sales process, where potential business connections are identified, initiated, and developed with a view to converting them into customers.

18) Sales Funnel – refers to the stages that your prospects go through before they become customers – it begins with awareness of your brand and continues right through the process and concludes with the decision to buy.

19) Sales Pipeline – Sales Funnel and Sales Pipeline are often used interchangeably, however the pipeline refers to the steps that the sales teams work through to take a prospect or deal, from start to close.

20) Remote Control –With Dux-Soup Remote Control (available in Dux-Soup Turbo), you can initiate automated LinkedIn actions from outside of your web browser (ie. via your lead management system). This means that you can send a connection request, including a personalized message, to a specific profile in LinkedIn when that lead is created and their LinkedIn profile URL is added.

21) Targeting – the task of breaking down the market into smaller segments so you can focus on a more specific or ‘targeted’ group of customers.

22) Triggers – in LinkedIn, these are events which occur that give you a reason to engage with a prospect. They can be simple triggers such as a profile visit or connection request, or for existing connections - a company move or promotion for example.

23) Webhooks – Dux-Soup webhooks send details of various events that occur in LinkedIn, such as visiting and connecting, to other systems that you are using to manage and monitor your lead generation efforts. The Webhook will send data of the event that occurred, which you can use to kick off a workflow in your chosen application.

24) Workflows – this is an automated response triggered by a prospect’s action. A good example of this is when a visitor to a website signs up to a blog or newsletter and they receive a pre-determined email response – this response can be automatically sent, and this is part of your workflow. The more workflows you can automate, the less time you need to spend on repeated manual activity.

25) 3rd party integration / API – allows you to integrate your LinkedIn outreach into your sales and marketing campaigns. The Dux-Soup API works by creating a 2-way communication channel between your existing CRM or marketing automation tools and LinkedIn.

You see – Dux-Soup always has your back, and there’s plenty more where this came from – so we’ll be back in a month or so with the next instalment! In the meantime why not sign up to our learning hub to keep up to date with all the latest tips and tricks from Dux-Soup?

Until then – happy Dux-ing!!

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