Have you ever been left scratching your head after speaking with FullFunnel?

 

Brush up on your FullFunnel with the following terms:

 

Word or Phrase Definition
SAL Sales Accepted Lead. A sales accepted lead is a discovery call booked with your intended prospect.
SQL Sales Qualified Lead. A sales qualified lead is a meeting held with your intended prospect and a basic needs fit is identified.
CAC Customer Acquisition Cost. The cost in sales and marketing to acquire one customer.
CPL Cost per Lead. The cost (usually digital ad spend) to acquire one lead.
CPC Cost per Click. A digital advertising metric of how much a click through a digital ad costs the advertiser.
RDC (RODC) Return on Deployed Capital. The revenue returned from total expenditure. Generally at FF this means the return on sales and marketing spend.
ICP Ideal Customer Profile. An Ideal Customer Profile is the demographic and firmographic information of a company's ideal client or customer. This is used as a tool to understand which prospects are most likely to be good fits for the product/service the company offers.
BIP Baseline Information Profile. The Baseline Information Profile is a sheet of firmographic and demographic information used to segment a potential target market into tiers. The segmentation of the target market into distinct tiers before starting prospecting enables pilot teams to test unique groups of targets at the same time, allowing pilot groups to eliminate poor-performing tiers and improve the overall efficiency of prospecting. Tiers in BIPs are organized with tier 1 being the "most amount of value for the least amount of buying friction"
TSO Targeted Sales Outreach. A model of scaled outreach that was used by FullFunnel for mass prospecting.
BANT Budget, Authority, Need, Timeline. BANT is one example of qualification criteria. Answering these questions and gathering this information from a prospect account is required to convert them into an opportunity.
TAPS Target Account Penetration. The prospecting plan of measuring penetration into target accounts. Used in combination with a BIP.
MAPS Mapping Account Penetration. A rarely used prospecting plan to contact and map accounts based on their needs. This engagement is less about the immediate sale, and more about setting up future sales teams for success.
ACV Average Contract Value. The average, or annual, contract value is the average or annual revenue from a client or customer.
3 Phases of Productivity Demand productive, Pipeline productive, financially productive.
Cost Per SAL CPSAL - The sales and marketing cost of producing a SAL.
GAP Analysis The document delivered to an audit client that outlines the challenges, recommendations, and possible FullFunnel services that can help a client's sales and marketing program.
TOFU Top of the Funnel - Top of the Funnel content or campaigns are designed to gather top-of-the-funnel leads by educating the prospects about their problems and helping to contextualize solutions. TOFU content can be blogs, white papers, slide decks, or other assets to download.
MOFU Middle of the Funnel - MOFU leads and campaigns are designed to capture additional contact information in exchange for a significant piece of content designed to educate leads closer to BOFU leads. Webinars, Templates, VODs, and other valuable assets are used for leads who are willing to invest time into learning about problems/solutions.
BOFU Bottom of the Funnel - BOFU leads are MQLs who have raised their hands and asked to talk to sales. BOFU campaigns have calls-to-action that lead directly to sales like "request a consultation" or "Scheduled a demo".