FAB Technique

Funnel analysis is a method for understanding the steps users take to complete a goal, revealing where they drop off in the conversion process.

Amortization is the process of spreading out a loan or the cost of an intangible asset over a specific period for accounting and tax purposes.

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

Channel marketing is a strategy where a company sells its products or services through third-party partners, like resellers or affiliates.

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

A sales pitch is a persuasive presentation of a product or service, aimed at convincing a potential customer to make a purchase.

A sales lead is a potential customer—an individual or organization that has shown interest in your company's products or services.

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

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

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

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

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

Target Account Selling is a focused sales strategy where teams identify and pursue a specific list of high-value accounts.

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

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.

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

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

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

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

Git is a distributed version control system that tracks changes in code, allowing developers to collaborate and manage project history effectively.

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

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

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

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

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

A Value-Added Reseller (VAR) is a company that adds features or services to an existing product, then resells it as an integrated solution.

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

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

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

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

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

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

HubSpot is a customer relationship management (CRM) platform with tools for marketing, sales, and service, all aimed at helping businesses grow.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

Voice search optimization is the process of optimizing your content, SEO, and online listings to appear in and rank for voice-based searches.

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

Revenue intelligence is the process of collecting and analyzing customer data to provide insights that help sales teams make smarter decisions.

Ad-hoc reporting is the creation of one-off reports to answer specific business questions as they arise, providing instant, targeted insights.

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

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

A Request for Quotation (RFQ) is a document that a company sends to one or more suppliers to get a quote for specific products or services.

Learn about branded keywords, including identifying your branded keywords, & strategies for optimizing branded keywords.

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.

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

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

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

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

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

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

Enterprise Resource Planning (ERP) is a system of integrated software that businesses use to manage and automate their core day-to-day processes.

A performance plan is a formal document outlining an employee's goals, expectations, and metrics for success over a specific period.

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

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.

Kubernetes is an open-source system for automating the deployment, scaling, and management of containerized applications.

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

Price optimization is the process of finding the ideal price for a product or service to maximize profitability or other business objectives.

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

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

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

Multi-threading allows a single CPU core to run multiple independent threads (or tasks) at the same time, boosting efficiency and performance.

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

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

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

A buying committee is a group of stakeholders within an organization who are jointly responsible for making major purchasing decisions.

Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel.

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

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

Sales Operations KPIs are measurable metrics that track the efficiency and effectiveness of a sales team's operational processes.

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

Tokenization is the process of breaking down text into smaller units called tokens, such as words or characters, for AI to process.

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

A lead generation funnel is a systematic process that guides potential customers from initial awareness of your brand to becoming qualified leads.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

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

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

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

A positioning statement is a concise description of your target market and how your product or service uniquely fills their needs.

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

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

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

Analytical CRM analyzes customer data to uncover actionable insights, helping businesses make smarter decisions and improve customer interactions.

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

Firmographic data is information used to classify firms. It includes attributes like industry, employee count, location, and annual revenue.

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

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

Lead qualification is the process of determining which prospects are most likely to become paying customers based on predefined criteria.

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

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

An API (Application Programming Interface) is a software intermediary that allows two applications to talk to each other and exchange information.

A horizontal market is one where a product or service is designed to meet a common need for a wide array of customers, regardless of their industry.

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

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

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