Lead Generation (page 6)
Definitions of the B2B lead generation terms sales teams use. To see how SalesHive runs a full outbound pipeline, visit our Lead Generation page.
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B2B Direct Mail Marketing
B2B direct mail marketing is the use of physical mail, letters, postcards, dimensional packages, or gifts, sent to specific business contacts and accounts as part of an outbound sales development strategy. It’s typically orchestrated by SDR and marketing teams to complement cold calling and email, create standout touchpoints with decision-makers, and drive meetings and qualified pipeline in complex B2B buying cycles.
Learn moreB2B Direct
B2B Direct refers to a sales development and lead-generation approach where vendors engage business buyers directly, through channels like cold email, cold calling, LinkedIn outreach, and direct mail, rather than relying on resellers, marketplaces, or broad mass marketing. It emphasizes targeted account lists, personalized outreach, and SDR-driven sequences to create qualified opportunities and book sales meetings at scale in complex B2B environments.
Learn moreAdvertising Budget
An advertising budget is the planned amount a company allocates to paid channels, such as LinkedIn Ads, Google Ads, and programmatic display. In B2B sales development, it funds demand generation that produces qualified leads and pipeline for the sales team, covers all paid media costs from awareness through meeting setting, and is typically set as a percentage of revenue and expected pipeline goals.
Learn moreAccount-Based Selling
Account-Based Selling (ABS) is a B2B sales development strategy where SDRs and AEs focus outbound efforts on a defined list of high-value target accounts, engaging multiple stakeholders with personalized, multi-channel outreach aligned to specific account needs and buying committees. Rather than chasing large volumes of leads, teams orchestrate coordinated plays to win and expand strategic accounts.
Learn moreAccount-Based Reporting
Account-Based Reporting is a measurement approach in B2B sales development that tracks performance, engagement, and revenue at the account level rather than by individual leads. It connects SDR, marketing, and AE activities to specific target accounts, making it easier to understand multi-threaded buying journeys, prove ROI on account-based programs, and prioritize where outbound teams should focus next.
Learn moreAccount-Based Marketing
Account-Based Marketing (ABM) is a coordinated B2B growth strategy where marketing, sales, and SDR teams focus resources on a defined set of high-value accounts, tailoring outreach to each buying committee. Instead of generating as many leads as possible, ABM treats each target account like its own market, using personalized, multi-channel campaigns to create and progress sales opportunities.
Learn moreAccount-Based Advertising
Account-Based Advertising (ABA) is a B2B demand generation strategy that uses highly targeted digital ads to reach a specific list of high-value accounts and buying committee members. Instead of broad audience targeting, sales and marketing orchestrate ads around named accounts to warm them up for SDR outreach, increase engagement, and accelerate pipeline in complex sales cycles.
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