FAB Technique

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

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

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

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

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

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

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

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

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

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

Competitive analysis means identifying your rivals and assessing their strategies to pinpoint your own business's strengths and weaknesses.

A Content Management System (CMS) is software for creating, managing, and modifying website content without needing specialized technical skills.

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

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

A persona map visually outlines a target customer, detailing their goals, behaviors, and pain points to help your team build genuine empathy.

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

“End of Quarter” (EOQ) refers to the final weeks of a business quarter when sales teams rush to meet quotas, often leading to a flurry of deals.

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

Intent leads are prospects who show buying signals through their online actions, indicating they're actively looking to make a purchase.

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

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

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

A consumer is an individual or entity that buys products or services for personal use, not for resale. They are the final user in a supply chain.

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

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

Monthly Recurring Revenue (MRR) is the predictable, recurring income a business expects to receive each month from all active subscriptions.

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

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

Warm outreach is contacting prospects with whom you have a pre-existing connection, like a mutual contact, making your message more personal and effective.

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.

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

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

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

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

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.

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

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

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

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.

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.

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

Triggers are predefined conditions that, when met, automatically launch a workflow or action, ensuring timely and relevant outreach.

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

Accounts Payable (AP) is the money a company owes its suppliers for goods or services bought on credit. It's listed as a current liability.

Lead scoring models rank prospects by assigning points for their behaviors and demographics, helping sales teams prioritize their outreach.

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

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

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

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

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

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

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

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

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

Net Revenue Retention (NRR) is the percentage of recurring revenue kept from existing customers, including upsells, downgrades, and churn.

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

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

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

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

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

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

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

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

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

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.

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

Sales and marketing analytics involves measuring and analyzing performance data to maximize effectiveness and optimize return on investment (ROI).

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

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

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

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

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

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

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

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

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

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

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.

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

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

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

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.

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

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

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

A Customer Data Platform (CDP) centralizes customer data from all sources to create a complete, unified profile for each individual customer.

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

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

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

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

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

Revenue forecasting is the process of estimating a company's future revenue, using historical data and market trends to guide strategic planning.

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

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

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

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

A messaging strategy defines what your brand says, how it says it, and where it says it to connect effectively with your target audience.

Product recommendations are a marketing strategy that uses customer data to suggest relevant products, boosting sales and customer engagement.

A Customer Relationship Management (CRM) system is a tool that centralizes customer data to help manage interactions and nurture relationships.