FAB Technique

Virtual selling is the process of selling to customers remotely using technology like video calls, rather than meeting them in person.

MOFU, or Middle of the Funnel, is the crucial evaluation stage in the buyer's journey where leads compare solutions to their known problem.

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

Account-Based Sales (ABS) is a focused B2B strategy where sales and marketing teams treat high-value accounts as individual markets of one.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

Account-Based Selling is a B2B strategy where sales and marketing treat high-value accounts as markets of one, using personalized outreach.

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.

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

Deal closing is the final step in a sales cycle. It's when a prospect signs a contract and officially converts into a paying customer.

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

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

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

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.

A sales champion is your internal advocate at a target company. They believe in your product and help you push the deal forward to close.

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

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

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.

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

Affiliate marketing is a performance-based model where affiliates earn a commission for promoting another company’s products or services.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

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

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

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

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

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

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

Marketing analytics involves measuring and analyzing marketing data to understand campaign performance and improve return on investment (ROI).

Learn about ballpark, including estimating with ballpark figures, understanding ballpark estimates in sales, & ballpark estimates vs. precise quotes.

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

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

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

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

Data hygiene is the practice of ensuring your customer data is clean, accurate, and up-to-date by removing duplicates and correcting errors.

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

Serviceable Available Market (SAM) is the segment of the total market that your business can realistically serve within its geographical reach.

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

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

Sales automation uses software to streamline and automate repetitive, manual sales tasks, freeing up reps to focus on selling.

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

A value gap is the difference between the value a customer expects from a product and the actual value they receive, often leading to churn.

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

A hybrid sales model blends traditional and digital sales methods to engage customers across multiple channels and buying preferences.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

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

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

A closed question is a type of query that elicits a simple, often one-word answer like 'yes' or 'no,' or a specific, factual response.

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

Gamification applies game mechanics like points, badges, and leaderboards to non-game activities to boost engagement and motivate users.

An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

An inside sales rep sells products or services remotely from an office, using digital tools like phone and email to connect with customers.

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

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

Employee advocacy is the promotion of an organization by its staff members, who share positive messages and content through their personal networks.

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

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.

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

Email engagement measures how your audience interacts with your emails. It includes key actions like opens, clicks, replies, and forwards.

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

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.

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

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

A qualified lead is a prospect vetted as a good fit for your product. They match your ideal customer profile and show genuine interest.

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

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

Data warehousing is the process of storing and managing large sets of data from various sources for business intelligence and reporting purposes.

Functional testing verifies that software performs its intended functions as specified in the requirements, ensuring it works as users expect.

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.

Discount strategies are pricing tactics used to attract customers and boost sales by temporarily reducing the price of products or services.

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

User testing involves observing real users interact with a product to identify usability issues and improve the overall user experience.

Dynamic territories are fluid sales assignments that adjust based on real-time data, ensuring reps can focus on the highest-value accounts.

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

A conversion path is the journey a visitor takes to complete a desired goal, such as making a purchase, filling out a form, or subscribing.

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

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

Market intelligence is the process of collecting and analyzing data about your target market, competitors, and industry to guide business strategy.

Pipeline management is the process of tracking and managing potential customers as they move through the different stages of your sales process.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

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

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

No Cold Calls is a sales strategy that replaces unsolicited calls with warm outreach to prospects who have already demonstrated interest.

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

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

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

A small to medium-sized business (SMB) is a company whose employee count and annual revenue fall below certain industry-specific thresholds.

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

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

Account Click-Through Rate (CTR) is the percentage of individuals from a target account who click on a link in an ad, email, or on a webpage.

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

Real-time data is information processed and made available almost instantaneously, enabling immediate analysis and decision-making.

CRM data is the information businesses use to manage customer relationships. It covers contact details, purchase history, and communication logs.

User Experience (UX) refers to a person's overall feelings and perceptions while interacting with a product, system, or service.

Private labeling is when a company rebrands a product made by a third-party manufacturer and sells it as their own.

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

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

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

A Marketing Qualified Lead (MQL) is a prospect who has shown interest based on marketing efforts but isn't yet ready for a sales conversation.