Digital Marketing Ch. 13

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Across
  1. 3. in the demand generation process, developing relationships with customers before conversion.
  2. 5. (also known as the “buying committee”) a set of 6–10 team members, also known as “decision makers,” who are needed to make the purchase decision and to bring the sales cycle to a close.
  3. 7. process a customer goes through in deciding to make a purchase.
  4. 10. Budget, Authority, Need, Time—a process used to qualify sales leads.
  5. 12. marketing interaction management system including a database, engagement engine, and analytics component.
  6. 14. an unqualified lead.
  7. 16. a lead that has passed through the BANT process.
  8. 17. dividing leads into categories based on their purchase readiness stage.
  9. 18. to upgrade an existing customer’s account by selling more expensive products or packages in an attempt to increase the revenue value of that customer.
  10. 19. a method for determining whether a prospect has the characteristics necessary to make a purchase.
  11. 20. essentially a story about how a customer goes about purchasing a product.
  12. 21. a process for identifying sales prospects.
Down
  1. 1. the customer’s path on the buying process.
  2. 2. a lead that has been through a scoring and other qualification process and is ready to be passed on to sales for further qualification.
  3. 4. entire process of developing customer demand for a product or service.
  4. 6. approach that is focused on being visible to potential customers and using the visibility to drive them to a website where they can transact.
  5. 7. a group of people in an organization who make decisions for high-value and/or risky purchases.
  6. 8. a strategic approach to creating and distributing content across the web that users find valuable and relevant, driving visitors to a website.
  7. 9. a potential sales lead for which there is no qualifying data beyond membership in a relevant industry.
  8. 11. selling a different, related product to an existing customer.
  9. 13. a web page designed to receive visitors who are coming to the site as a result of a link from another site.
  10. 15. a lead that has been further qualified by sales as close to conversion.