BAB Formula

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

Video messaging involves sending short, personalized video clips to prospects or customers, replacing traditional text-based communication.

Customer segmentation is dividing customers into groups based on shared traits. This allows for more targeted and effective marketing efforts.

Customer buying signals are the actions, behaviors, or statements a prospect makes that indicate they are moving towards a purchase decision.

Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.

Load balancing is the practice of distributing incoming network traffic across a group of backend servers, ensuring no single server is overworked.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

Low-hanging fruit are the most obvious and easy-to-tackle tasks or goals that provide a quick, valuable return for minimal effort.

Omnichannel marketing creates a seamless, unified customer experience by integrating a company's various communication and sales channels.

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

Learn about buyer intent data, including sourcing and interpreting buyer intent data, & key metrics in buyer intent analysis.

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

A soft sell is a low-pressure sales tactic that uses subtle persuasion and relationship-building to gently guide customers toward a purchase.

Audience targeting is the process of segmenting consumers into specific groups to deliver more personalized and relevant marketing messages.

Churn, also known as customer attrition, is the rate at which customers stop doing business with a company over a given period.

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

Channel partners are third-party firms that help market and sell a company's products or services, acting as an indirect sales force.

Sales development is the process of identifying and qualifying potential customers to create a pipeline of sales-ready leads for closers.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

Sales Operations Management streamlines sales processes, tech, and data analysis to help sales teams sell more effectively and efficiently.

Learn about B2B demand generation strategy, including key elements of demand generation, & crafting your demand generation plan.

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

Chatbots are AI-powered programs that simulate human conversation. They interact with users via text or voice, typically for customer support.

Learn about B2C2B, including how B2C2B transforms sales, key strategies for B2C2B success, & differences between B2C2B and B2B2C.

Funnel optimization is the process of improving each stage of the customer journey to maximize conversions and drive revenue growth.

Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

Data encryption translates data into another form, or code, so that only people with access to a secret key or password can read it.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

Conversational intelligence (CI) is AI technology that analyzes customer conversations to find insights that help sales and support teams improve.

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

Microservices is an architecture where apps are built as a collection of small, independent services that communicate with each other over APIs.

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

Performance monitoring involves collecting and analyzing data to track a system's operational health and efficiency, ensuring it meets set standards.

A marketing automation platform is software that automates marketing actions. It helps manage tasks like email campaigns and lead nurturing.

A landing page is a standalone web page created for a marketing campaign. It’s where a visitor “lands” after clicking an ad or email link.

Sender Policy Framework (SPF) is an email authentication method that lets you specify which mail servers can send emails on behalf of your domain.

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

Sales enablement content refers to the materials and tools that empower your sales team to engage prospects and close deals more efficiently.

Learn about B2B intent data, including how B2B intent data enhances sales strategies, sources of B2B intent data, leveraging B2B intent data for competitiveness.

Cloud storage is a service model where data is stored on remote servers and accessed from the internet, rather than on a local drive.

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

Accessibility testing is a software testing method that verifies an application is usable by people with disabilities, like vision or hearing loss.

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

Lead conversion is the process of turning a prospect into a customer by getting them to complete a desired action, such as making a purchase.

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

Learn about behavioral analytics, including implementing behavioral analytics successfully, & key metrics in behavioral analytics.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

Pay-per-click (PPC) is an internet advertising model where businesses pay a fee each time one of their online ads is clicked by a user.

A Letter of Intent (LOI) is a document declaring the preliminary commitment of one party to do business with another, outlining the chief terms.

The C-suite, or C-level, refers to a company's most senior executives. Their titles usually start with 'Chief,' such as CEO, CFO, or CTO.

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

Load testing is a type of performance testing that determines how a system behaves under both normal and anticipated peak load conditions.

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

The Challenger Sales Model is a sales approach where reps challenge a customer's thinking by teaching, tailoring, and taking control of the sale.

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

A value chain is the series of business activities required to create and deliver a product or service, from conception to the final customer.

A decision-maker is an individual with the authority to make significant choices for a company, especially regarding purchases or strategy.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

Real-time data processing is the method of analyzing data the instant it's generated, enabling immediate actions and decision-making.

Learn about bulk API, including how it works, the advantages of using it, common use cases, and tips for optimizing it.

A sales coach is a mentor who trains and guides sales reps to enhance their skills, boost performance, and ultimately close more deals effectively.

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

A sales quota is a time-bound sales goal for a rep or team, measured in revenue or units sold, to be met within a specific period.

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

Revenue Operations (RevOps) is a business function that aligns a company's sales, marketing, and customer service teams to drive predictable revenue.

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

A weighted sales pipeline forecasts revenue by assigning a closing probability to each deal, giving a more accurate picture of potential income.

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

Sales objections are reasons or concerns raised by a potential customer as to why they are hesitant or unwilling to make a purchase.

Inbound lead generation is the process of attracting potential customers to your business with valuable content and tailored experiences.

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

“Always Be Closing” (ABC) is a sales mantra meaning every action a salesperson takes should be with the ultimate goal of closing the sale.

CRM enrichment is the process of adding third-party data to your existing customer profiles to make them more complete and accurate.

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

A sales demonstration is a presentation showing a prospect how a product or service works and how it can solve their specific problems.

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

Warm outbound is a sales strategy for contacting prospects who've shown interest in your brand through prior engagement, like website visits.

A sales stack is the suite of tech tools—from CRMs to prospecting software—that sales reps use to close deals faster and more efficiently.

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

Salesforce Object Query Language (SOQL) is a query language used to search your organization's Salesforce data for specific information.

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.