FAB Technique

A warm email is a message sent to a prospect with whom you have a pre-existing connection, like a mutual contact or a prior interaction.

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

Software as a Service (SaaS) is a cloud-based model where users subscribe to an application and access it over the internet.

A tire-kicker is a prospect who shows interest in a product but has no intention of buying, wasting a salesperson's time and resources.

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

SEO, or Search Engine Optimization, is increasing the quantity and quality of traffic to your website through organic search results.

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

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

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

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

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

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.

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

An Applicant Tracking System (ATS) is a software application that manages your entire hiring and recruitment process from a single dashboard.

CRM integration connects your CRM software with other tools, creating a unified system for all your customer data and business processes.

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

Serviceable Obtainable Market (SOM) is the portion of the market you can realistically capture with your current resources, sales, and marketing.

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

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

Demand generation is the process of creating awareness and interest in your products to build a pipeline of qualified leads for your sales team.

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

Sales compensation is the total pay a salesperson receives, including salary, commissions, and bonuses, structured to motivate performance.

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.

Pay-per-click (PPC) is an ad model where you pay a fee each time your ad is clicked. It's a method of buying targeted visits to your website.

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

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

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

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

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

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

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

Single Sign-On (SSO) is an authentication method allowing users to access multiple applications with one set of login credentials.

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

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

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

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

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.

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

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.

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

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

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

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

A Marketing Qualified Opportunity (MQO) is a lead vetted by marketing as a genuine sales opportunity, ready for direct sales follow-up.

Robotic Process Automation (RPA) uses software bots to mimic human actions and automate repetitive, rules-based tasks on digital systems.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

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.

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

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

A stakeholder is any individual, group, or party that has an interest in an organization and the outcomes of its actions.

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

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

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

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

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

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

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

A weighted pipeline forecasts sales revenue by assigning a closing probability to each deal based on its stage in the sales funnel.

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

Cold calling is a sales technique where reps contact potential customers who have had no prior interaction with their company or product.

End of Day (EOD) refers to the close of business hours. It's a common deadline for tasks and reports to be completed before the workday ends.

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

An Account Executive (AE) is a sales professional responsible for closing new business deals and managing existing client relationships to drive revenue.

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.

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.

Customer relationship marketing is a strategy for building lasting connections with customers to foster long-term loyalty and engagement.

Learn about BAB formula, including implementing BAB in sales strategies, crafting an effective BAB pitch, & comparing BAB with other sales frameworks.

Ransomware is a type of malicious software that encrypts a victim's files, holding them hostage until a ransom is paid for the decryption key.

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

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

A sales dashboard is a visual tool that centralizes and displays key sales data, metrics, and KPIs to help teams track performance and goals.

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

A cloud-based CRM is a customer relationship management tool hosted online, letting teams access and manage customer data from anywhere.

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

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

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

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

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

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

A Customer Data Platform (CDP) is software that gathers and organizes customer data from various touchpoints into a single, unified profile.

Learn about business intelligence, including key components of business intelligence, the role of BI in decision making, business intelligence tools and techniques.

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

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

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

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

A field sales representative, or outside sales rep, travels to meet prospects in person, selling products or services directly within their territory.

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

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.

User interaction is any action a user takes within a digital interface, like clicking a button, scrolling a page, or filling out a form.

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

Win/Loss Analysis is the process of systematically tracking and analyzing the reasons why you win or lose deals with prospective customers.

Progressive Web Apps (PWAs) are websites that look and feel like native mobile apps, offering features like offline access and push notifications.

Psychographics categorizes people by their attitudes, interests, and lifestyles, revealing the 'why' behind their purchasing decisions.

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

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.

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

Ramp-up time is the period a new hire takes to get fully up to speed and become a productive member of your go-to-market team.

Infrastructure as a Service (IaaS) is a cloud computing service that offers essential compute, storage, and networking resources on-demand.