BANT Framework

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

CRM hygiene involves regularly cleaning and updating your customer data to ensure your CRM system remains a powerful and reliable tool.

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

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.

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

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

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

Trigger marketing uses customer actions or events to automatically send highly relevant, personalized messages at the perfect moment.

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

Click-through rate (CTR) is a metric that measures the percentage of people who click on a specific link, ad, or call-to-action.

Programmatic advertising uses AI and real-time bidding to automate the buying and selling of digital ad space, targeting specific audiences.

An Application Programming Interface (API) is a set of rules that lets different software applications talk to each other and share information.

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.

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

Loyalty programs are marketing strategies designed to reward repeat customers. They offer incentives like discounts or exclusive access to encourage retention.

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

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

Average Customer Life is the average time someone remains a customer. It's a key metric for predicting revenue and measuring customer loyalty.

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

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

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

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

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

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

Sales pipeline velocity is a metric that measures how quickly deals move through your sales funnel to generate revenue for your business.

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

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

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

Dynamic pricing is a strategy where businesses set flexible prices for products or services based on current market demands and other factors.

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

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

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

Process Builder is a Salesforce automation tool that lets you create 'if/then' business processes with a user-friendly visual interface.

Marketing performance is the process of measuring a campaign's effectiveness against set goals using key metrics like ROI and conversion rates.

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

The sales pipeline velocity formula is a key metric that measures how quickly deals move through your pipeline and turn into revenue.

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

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

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

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

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

Learn about B2B data enrichment, including benefits of B2B data enrichment, implementing B2B data enrichment strategies, B2B data enrichment vs. data cleaning.

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

A sales script is a pre-written guide of talking points that helps salespeople navigate conversations with potential customers.

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

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

Learn about B2B buyer intent data, including sources and types of buyer intent data, & key benefits of leveraging buyer intent data.

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.

Sales workflows are a set of automated actions that streamline the sales process, helping teams engage leads consistently and close deals faster.

Digital advertising is the practice of delivering promotional content to users through various online and digital channels like social media or search engines.

Account-Based Sales Development (ABSD) is a focused strategy where SDRs target key stakeholders within specific, high-value accounts.

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

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

The self-service SaaS model allows customers to independently sign up, use, and manage a product without any direct help from the company.

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

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

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.

A Simple Object Access Protocol (SOAP) API is a web service that uses XML to exchange structured information between different applications.

Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.

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.

Learn about B2B data erosion, including causes of B2B data decay, strategies to combat data erosion, & measuring the impact of data erosion.

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

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

A dialer is software that automatically dials phone numbers for agents, boosting call efficiency and connecting them to live prospects faster.

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

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

Lead enrichment tools are platforms that automatically add missing data to your leads, like contact info, firmographics, and buying signals.

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

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

Average Revenue per Account (ARPA) is the average revenue generated from each customer account, usually measured on a monthly or annual basis.

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

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

Upselling is a sales tactic encouraging customers to purchase a higher-end version of a product or related add-ons to boost revenue.

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.

Mobile optimization adapts your website to ensure visitors on smartphones and tablets have a seamless, user-friendly experience.

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

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

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

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

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

A firewall is a digital barrier that protects a network by monitoring and controlling traffic, blocking unauthorized access and malicious content.

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

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

Loss aversion is our tendency to feel the sting of a loss more acutely than the pleasure of an equivalent gain.

Closed opportunities are potential deals that have concluded. They are categorized as either 'closed-won' (a sale was made) or 'closed-lost'.

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

Sales Key Performance Indicators (KPIs) are quantifiable metrics used to measure how effectively a sales team is achieving its key objectives.

Lead scoring is the process of assigning points to leads based on their attributes and actions to determine their sales-readiness.

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

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

A sales intelligence platform is software that provides sales teams with data and insights about prospects to help them sell more effectively.

Marketo is a marketing automation platform used by B2B marketers to manage lead generation, nurturing, email marketing, and analytics.

Learn about business process management, including benefits of implementing BPM, steps to effective BPM, common BPM mistakes to avoid, & BPM tools and software.

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

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

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.