BAB Formula

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

A Master Service Agreement (MSA) is a foundational contract that sets the general terms for an ongoing business relationship between two parties.

Think of a trademark as a brand's unique signature—a word, symbol, or phrase that legally protects its identity and sets it apart from the rest.

Scrum is an agile framework that helps teams structure and manage their work through a set of values, principles, and practices.

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

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

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

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

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

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

Sales coaching is a process where managers help reps improve their skills and performance through personalized feedback, training, and guidance.

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

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-generated content (UGC) refers to any form of content, like images, videos, or text, created and shared by users on online platforms.

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

Site retargeting is a marketing strategy that shows ads to people who have previously visited your website but left without converting.

Intent data tracks a user's online behavior—like searches and site visits—to identify signals that they are ready to make a purchase.

Agile methodology is an iterative approach to project management and software development, focusing on delivering value in small, incremental steps.

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.

Sales intelligence is technology that gathers and analyzes data to help salespeople find and understand prospects and existing clients.

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

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

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

A Point of Contact (POC) is the designated individual or department that serves as the main hub for information and communication on a matter.

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

Social proof is a psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

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

XML (Extensible Markup Language) is a markup language for encoding documents in a format that is both human-readable and machine-readable.

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

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

Direct-to-Consumer (DTC) is a business model where companies sell products directly to customers, bypassing traditional retail middlemen.

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

Content curation involves gathering, organizing, and sharing the most relevant online content on a specific topic for a particular audience.

A sales plan template is a reusable document that outlines your sales strategy, goals, and tactics, providing a clear roadmap for your team.

Digital contracts are legally binding agreements created, signed, and stored electronically, offering a faster, more secure alternative to paper.

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

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

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

A competitive advantage is a unique edge that allows a business to produce goods or services better or more cheaply than its rivals.

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

Custom Metadata Types store application configurations as metadata. This makes them easily deployable between different Salesforce environments.

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.

Latency is the delay between a user's action and a system's response. It's the time it takes for a data packet to travel to its destination.

A marketing budget breakdown is a detailed plan that allocates your total marketing funds across various channels, campaigns, and activities.

Geo-fencing creates a virtual boundary around a real-world location. It triggers actions on a device when it enters or exits this area.

A drip campaign is a series of automated messages sent to prospects or customers over time to nurture leads and drive engagement.

Dark social is the sharing of content through private channels like messaging apps or email. This traffic is hard to track as it lacks referral data.

Learn about buyer intent, including understanding buyer intent signals, strategies to capture buyer intent, & buyer intent vs. customer interest.

Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.

A sales process is a structured set of steps that a sales team follows to move a prospect from an initial lead to a closed customer.

Social selling is the art of using social media to find, connect with, build relationships with, and nurture sales prospects.

A sales call is a real-time conversation between a salesperson and a prospect, aiming to persuade them to purchase a product or service.

ABM orchestration aligns marketing and sales actions across channels to deliver seamless, personalized experiences to high-value accounts.

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

A sales presentation is a formal pitch by a salesperson to a prospective customer, showcasing a product or service to secure a sale.

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

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

Renewal rate is the percentage of customers who renew their subscriptions or contracts at the end of their service period.

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

Learn about business continuity, including understanding key components, steps to ensure continuity, common challenges, & best practices.

Freemium is a business model offering a product's basic features for free, while charging for advanced or supplemental features.

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

A Digital Sales Room is a private online space where sellers share all relevant content with buyers to streamline the sales cycle.

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

Lead enrichment software adds crucial data to your leads, like contact info and firmographics, to help you better understand and engage them.

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.

A needs assessment is the process of identifying the gap between a company's current state and its desired future state.

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

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

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

Sales productivity is the measure of a sales team's efficiency, focusing on maximizing revenue generation while minimizing the resources spent.

A talk track is a script that guides sales reps during calls. It ensures they cover key points and maintain a consistent message with prospects.

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

Compliance testing ensures a product or system adheres to specific regulations, standards, or policies set by governing bodies or organizations.

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

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.

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

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

A Request for Information (RFI) is a formal process for gathering information from potential suppliers before issuing a more detailed proposal.

Demand capture is the strategy of engaging potential customers who are already actively looking for a solution that your company provides.