FAB Technique

“No Spam” is a commitment to sending only relevant, solicited messages. It means avoiding bulk, unwanted emails to respect the recipient's inbox.

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

Outbound lead generation means proactively reaching out to potential customers who haven't yet expressed interest to introduce them to your brand.

A channel partner is a company that works with a manufacturer or producer to market and sell their products, software, or services to customers.

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

Serviceable Addressable Market (SAM) is the portion of the market your business can realistically serve with its current products and sales channels.

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

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

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

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

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

Shipping solutions are services or software that streamline the logistics of getting products to customers, from label printing to final delivery.

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

Direct sales involves selling products directly to consumers in a non-retail setting, such as at home, online, or person-to-person.

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

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

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

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

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

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

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

Buying intent is the collection of online cues and behaviors that signal a prospect is actively researching and moving toward a purchase decision.

A sandbox is an isolated testing environment where new or untrusted code can be run safely without affecting the host device or network.

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

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

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

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

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

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

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

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

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

Lead generation is the process of identifying and cultivating potential customers for a business's products or services.

A Single Page Application (SPA) is a web app that interacts with the user by dynamically rewriting the current page rather than loading new pages.

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

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

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

A canary release is a deployment strategy where new software is rolled out to a small user group first, minimizing risk before a full release.

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

Cold emailing is sending unsolicited emails to potential customers you haven't contacted before, aiming to start a business conversation.

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

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

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.

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

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

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

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

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

A marketing attribution model is a framework for assigning credit to the marketing touchpoints that lead a customer to convert.

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

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

Hadoop is an open-source framework designed for the distributed storage and processing of extremely large data sets across clusters of computers.

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

Sales acceleration refers to strategies and technologies designed to speed up the sales cycle, enabling reps to close more deals, faster.

Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.

Event marketing is a strategy where brands engage directly with target audiences through live events like trade shows, conferences, or webinars.

Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.

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

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

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

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

An elevator pitch is a short, memorable summary of what you do, designed to be delivered in the time it takes to ride an elevator.

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

White labeling is when a company puts its own branding on a product or service that was actually produced by a different company.

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

Network monitoring is the continuous process of tracking a computer network's performance and health to detect and resolve issues proactively.

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

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

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

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

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

Consumer Relationship Management (CRM) is a strategy for managing all of a company's relationships and interactions with its customers.

Cohort analysis is a behavioral analytics tool that groups users with common traits to track their actions and engagement over time.

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

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

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

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

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

Lead enrichment adds third-party data to your raw lead lists, creating fuller prospect profiles for more effective and personalized outreach.

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

A demand generation framework is a strategic process for creating awareness and interest in your product, ultimately driving new business.

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

Outbound sales is when reps proactively contact potential customers through cold calls or emails to generate leads and build a sales pipeline.

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

An account is a company or organization that you're targeting for sales. It can be a prospective, current, or even a past customer.

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

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

AI data enrichment uses artificial intelligence to automatically enhance and update raw data, making it more complete, accurate, and valuable.

Video selling uses personalized video messages to engage prospects, build rapport, and guide them through the sales funnel to close more deals.

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 enablement technology refers to software and tools that equip sales teams with the resources they need to close more deals efficiently.

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

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

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

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

Cross-selling is a sales tactic of encouraging customers to purchase products or services that are related to what they're already buying.

Event tracking is the method of collecting data on specific user actions, or 'events,' on a website or app, such as clicks or downloads.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

A System of Record (SoR) is the authoritative data source for a specific type of data. It acts as the single source of truth for an organization.