Burning Platform
The compelling business reason for making a change, or “the bad things that will happen to us if we don’t change now”
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An opportunity where the business is rework or refurbishment, such as upgrading network cabling in a hospital or hotel.
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A combination of a brochure and a catalog
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(term used in Europe and Asia; also see Commercial Agents and Manufacturers’ Representatives) Brokers perform similar intermediary functions as commercial agents and manufacturers’ representatives without, however, being permanently under contract to certain business partners.
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A Manufacturing/Sales Order software package
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Measurement tool (spreadsheet or online) that quickly shows status to KPIs and TTIs. You’re either red or green.. Bad or good!
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Patented Belden feature where the 2 conductors in a pair in a networking cable are physically bonded, ensuring superior performance.
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Bill of Material
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A planning tool used to help visualize a salesperson’s current strategic position and the actions needed to close a sales opportunity.
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An earned, demonstrated and documented level of mastery.
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Building Information Management. You may see REVIT as a BIM tool.
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Large or “trophy” opportunities
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Building Industry Consulting Service International, sets standards for the development and design of structured cabling systems.
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Bit Error Rate Test
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Broadcast Audio/Video
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A product “cheatsheet” that outlines features/benefits, sales strategy, competitive analysis, applications, issues, etc.
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Building Automation Systems
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Branch Action Plans
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Something built into or part of a program or price, etc. “The cost of freight is baked into our selling price.”
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Government term meaning: Buy American Act
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