BAB Formula

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

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

Cybersecurity is the practice of protecting computer systems, networks, and data from digital attacks, theft, and unauthorized access.

Lead routing is the automated process of distributing incoming leads to the right sales reps based on predefined criteria.

LinkedIn InMail messages are a premium feature that lets you directly message any LinkedIn member, even if you're not connected to them.

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

Expansion revenue is the extra money a business makes from its current customers via upgrades, new products, or additional services.

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

Sales team management is the process of leading, coaching, and motivating a sales team to achieve its sales goals and drive revenue growth.

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

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.

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

The 80/20 rule, or Pareto Principle, posits that 80% of results come from just 20% of the effort. It's a key concept for prioritization.

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

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

Demand forecasting is the process of predicting future customer demand for a product or service based on historical data and market trends.

A Virtual Private Cloud (VPC) is a secure, isolated section of a public cloud. It lets you provision your own logically isolated resources.

Regression testing ensures that new code changes don’t negatively impact existing features. It's a key step to maintain software quality after updates.

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

Lookalike audiences are groups of potential customers who share similar characteristics and behaviors with your existing, high-value customers.

A RESTful API is a web service interface that uses HTTP requests to access and use data, adhering to the constraints of REST architecture.

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

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

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

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

Data security protects digital information from unauthorized access, corruption, or theft throughout its entire lifecycle.

Firmographics are descriptive attributes of organizations, used to segment companies by characteristics like industry, size, and location.

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

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

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

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

Predictive lead scoring uses AI to analyze data and rank leads by their likelihood to convert, helping sales teams prioritize their efforts.

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

Customer Lifetime Value (CLV) is the total revenue a business expects from a customer throughout their entire relationship with the company.

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

Objection handling is the process of responding to a prospect's concerns or hesitations about a product or service to move a deal forward.

Buyer’s remorse is the sense of regret or anxiety that can arise after making a purchase, often questioning if it was the right decision.

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

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

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

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

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.

Inside sales metrics are quantifiable measures used to track the performance, activities, and effectiveness of an internal sales team.

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

Learn about browser compatibility, including understanding the importance, common challenges, best practices, & tools for testing.

Digital Rights Management (DRM) is technology that controls access to copyrighted digital content, restricting its use, modification, and distribution.

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

Precision targeting is a marketing strategy that uses data to identify and reach a highly specific audience most likely to convert.

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.

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

An on-premise CRM is a system hosted on a company's own servers, offering complete control over data, security, and system maintenance.

Logo retention is a key B2B metric that measures a company's ability to retain its customers, or 'logos,' over a specific period.

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

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

A Subject Matter Expert (SME) is an individual with profound knowledge and authority in a particular area, topic, or industry.

Learn about B2B leads, including identifying quality B2B leads, generating B2B leads effectively, & B2B leads vs. B2C leads: understanding the differences.

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

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

Siloed describes the isolation of data, teams, or systems within a company, which blocks collaboration and creates operational bottlenecks.

A/B testing is a method of comparing two versions of something, like a webpage or email, to determine which one performs better with your audience.

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

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

Smarketing is the process of aligning your sales and marketing teams. This integration focuses on shared goals to improve lead quality and drive revenue.

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

GPCTBA/C&I is a sales qualification framework for understanding a prospect's goals, plans, challenges, timeline, budget, and authority.

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

Lead Velocity Rate (LVR) is the growth rate of your qualified leads, measured month-over-month. It's a key indicator of future revenue.

A use case is a detailed description of how a user interacts with a system to achieve a specific goal, outlining the steps from start to finish.

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

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

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

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

Email marketing is a digital strategy where businesses send targeted emails to prospects and customers to build relationships and drive sales.

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

Account-Based Analytics measures engagement and impact across target accounts, not just individual leads, to guide B2B sales and marketing efforts.

Data enrichment is the process of enhancing raw data by adding missing information from other sources, making it more complete and actionable.

A value statement is a clear, concise declaration of the unique benefits a company provides to its customers, outlining its core purpose.

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

A competitive landscape is an analysis of your direct and indirect competitors, revealing their strengths, weaknesses, and market positioning.

Learn about business development representative, including skills and qualifications for BDRs, & roles and responsibilities of a BDR.

No Forms is a method for capturing lead data directly from your website visitors' profiles without requiring them to fill out any forms.

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

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

CSS, or Cascading Style Sheets, is the code that styles a website. It controls the colors, fonts, layout, and overall look of a web page.

Internal signals are data points from your own systems, like website visits or product usage, that indicate a customer's buying intent.

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.

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

Dynamic segments are self-updating lists that group contacts based on real-time data, ensuring your outreach is always timely and relevant.

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.