Glossary
Sales terms, plainly defined.
The vocabulary reps, RevOps, and champions use day to day, written the way you would explain it to a new hire rather than the way a vendor would sell it.
14 termsNo jargon, no fluff
What Is BANT?
A qualification framework that evaluates prospects on four criteria (Budget, Authority, Need, and Timeline) to determine whether a deal is worth pursuing.
What Is GAP Selling?
A sales methodology that focuses on understanding the gap between a buyer's current state and their desired future state, making the problem the center of every deal.
What Is MEDDPICC?
An enterprise sales qualification framework with eight criteria that help sellers understand whether a complex deal is real, winnable, and worth the investment.
What Is SPIN Selling?
A research-backed sales methodology built around four types of discovery questions (Situation, Problem, Implication, and Need-Payoff) designed for complex B2B deals.
What Is a Digital Sales Room?
A secure, shared workspace where sellers and buyers collaborate throughout the deal cycle to accelerate complex B2B deals.
What Is a Mutual Action Plan?
A shared timeline between buyer and seller that outlines every step needed to close a deal and keeps both sides accountable.
What Is Champion Enablement?
Equipping your internal champion with the tools, content, and arguments they need to sell your solution on your behalf inside their organization.
What Is Multi-Threading in Sales?
Building relationships with multiple stakeholders in a deal instead of relying on a single contact to champion the purchase internally.
What Is Buyer Enablement?
Providing buyers with the resources, tools, and information they need to navigate their internal purchase process and make a confident decision.
What Is Deal Velocity?
A metric that measures how quickly opportunities move through your sales pipeline and convert to closed revenue.
What Is a Buying Committee?
The group of stakeholders within an organization who collectively influence or make a B2B purchase decision.
What Is Sales Content Management?
The process of creating, organizing, and distributing the content sales teams use to engage buyers and advance deals.
What Is Business Case Selling?
A sales approach that frames the purchase decision around measurable business outcomes rather than product features or technical capabilities.
What Is Stakeholder Mapping?
Identifying and visualizing the people involved in a B2B purchase decision -- their roles, influence, priorities, and relationships.
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