Positioning Statement

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

Net 30 is a common payment term where a client has 30 calendar days from the invoice date to pay for goods or services in full.

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

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

"Smile and dial" is a high-volume sales tactic where reps make numerous cold calls from a list, often with little to no prior research.

Warm calling is contacting prospects with a prior connection, like a referral or social media interaction, to make your outreach more relevant.

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

Fulfillment logistics is the entire process of getting an order to a customer, from storing inventory to picking, packing, and final shipment.

Sales Performance Management (SPM) is a suite of tools and processes that help businesses monitor, analyze, and boost sales team performance.

Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.

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.

A Content Delivery Network (CDN) is a system of distributed servers that deliver web content to users based on their geographic location.

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.

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.

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

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

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

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.

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

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

Search Engine Marketing (SEM) is a digital marketing strategy that uses paid tactics to increase a website's visibility in search engine results.

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

A vertical market is a niche where businesses cater to a specific industry or group of customers with specialized needs, not the mass market.

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.

The Jobs to Be Done (JTBD) framework focuses on understanding customer needs by identifying the specific 'job' they are trying to accomplish.

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.

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

Sentiment analysis, or opinion mining, automatically determines the emotional tone behind text—whether it's positive, negative, or neutral.

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

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

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

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

Sales enablement provides sales teams with the necessary tools, content, and information to help them sell more effectively and efficiently.

A Data Management Platform (DMP) is a tech platform used to collect and manage data, mainly for digital marketing and advertising campaigns.

Digital analytics is the analysis of data from digital channels to understand user behavior and optimize online experiences for business goals.

SPIN selling is a sales technique using a sequence of questions—Situation, Problem, Implication, Need-Payoff—to uncover a buyer's needs.

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

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

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

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.

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

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

Text message marketing is a strategy where businesses send promotional messages, offers, and updates to customers via SMS or MMS.

Time on site, or session duration, is a key web metric that tracks the total time a visitor spends on your website during a single visit.

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

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

Total Audience Measurement (TAM) provides a holistic view of content consumption, tracking viewership across all platforms and devices.

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

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

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

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

A Unique Selling Point (USP) is the distinct feature or benefit that sets your product, service, or brand apart from the competition.

Sales partnerships are strategic alliances where two companies co-sell products to expand their reach, generate new leads, and increase revenue.

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

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

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 touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

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

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

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

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

High availability (HA) describes a system's capacity to function continuously with minimal downtime, ensuring consistent operational performance.

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.

A hard sell is an aggressive sales technique that uses high-pressure tactics to push a customer into making an immediate purchase decision.

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

A product champion is an internal evangelist who drives a product's adoption and success by ensuring it solves real problems for their team.

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

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

Targeted marketing focuses on specific consumer groups whose needs align with your product, allowing for more personalized and effective messaging.

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

A Unique Value Proposition (UVP) is a concise statement that clearly communicates the unique benefit a customer gets from your product or service.

Customer Success is a business strategy focused on proactively helping customers achieve their goals with your product or service.

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

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

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.

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

Dynamic data is information that updates in real-time. Unlike static data, it reflects the most current state of information automatically.

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

The buying cycle is the journey a customer takes from first realizing they have a need to making the final purchase decision.

CPM, or Cost Per Mille, is a key advertising metric. It's the cost an advertiser pays for one thousand views or impressions of a single ad.

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

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

A version control system (VCS) tracks changes to files over time, allowing you to recall specific versions and collaborate without conflicts.

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

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

Learn about B2B marketing channels, including maximizing B2B channel effectiveness, & exploring digital vs. traditional channels.

The decision stage is where a well-researched buyer chooses a vendor. They compare specific products and pricing before making their final purchase.

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.

Predictive Customer Lifetime Value (pCLV) is a forecast of the total net profit a single customer is expected to generate for your business.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

Consumer buying behavior is the study of how individuals select, buy, and use products and services to satisfy their needs and desires.

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

Corporate identity is the visual and verbal persona of a company, encompassing its logo, color palette, communication style, and core values.

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

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

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

Phishing attacks are fraudulent attempts to trick you into revealing sensitive data like passwords or financial info by posing as a trusted source.