Sales Glossary
CRM, pipeline, proposals, forecasting, and revenue-team terminology
A
AI Account Manager
An AI agent that handles account management tasks—renewals, check-ins, expansion signals, and account health—across your customer base autonomously.
AI SDR
An AI SDR is an autonomous software agent that handles outbound prospecting, lead qualification, and follow-up tasks traditionally done by a human sales development rep.
Account
An Account is the company-level record in your CRM that groups every contact, deal, ticket, and invoice tied to that customer relationship.
Activity Logging
Activity logging is the systematic record of every sales touch — calls, emails, meetings, notes — captured against contacts and deals inside your CRM.
Activity Timeline
A chronological feed of every interaction with a contact or account — calls, emails, meetings, notes, deals — surfaced inside the CRM record.
Annual Contract Value
Annual Contract Value (ACV) is the average yearly revenue a single customer contract generates, normalized across the contract term.
Average Deal Size
Average Deal Size is the mean revenue per closed-won opportunity, used to forecast pipeline value and set quota and capacity targets.
B
BANT
BANT is a sales qualification framework that scores leads on Budget, Authority, Need, and Timeline to decide which deals deserve rep time.
Battlecard
A one-page sales reference that arms reps with positioning, objection responses, and competitive proof points for a specific deal scenario.
Buying Intent
Buying intent is the measurable signal that a prospect is actively researching, comparing, or ready to purchase a product like yours.
C
Call Recording
Call recording captures sales and support conversations as audio (or audio+video) for coaching, compliance, and pipeline review.
Call Transcript
A call transcript is the written, time-stamped record of a sales or support conversation, used for coaching, CRM enrichment, and deal review.
Click-to-Call
Click-to-call lets a rep or buyer launch a phone call directly from a CRM record, web page, or email with one click — no manual dialing.
Closed-Lost
Closed-Lost is the CRM deal stage marking an opportunity your team pursued but failed to win, with the reason captured for pipeline analysis.
Closed-Won
Closed-Won is the CRM stage marking a signed, committed deal where the prospect has agreed to buy and revenue can be recognized in pipeline reporting.
Contact Record
A contact record is the structured profile in your CRM that stores everything you know about a single person tied to a deal or account.
Contract Renewal
Contract renewal is the process of extending or re-signing an existing customer agreement before or at the end of its current term.
Customer Relationship Management
Customer Relationship Management (CRM) is the system and process your team uses to track every prospect, deal, and customer interaction in one place.
D
Deal
A deal is a tracked sales opportunity moving through pipeline stages toward a closed-won or closed-lost outcome with a defined value.
Deal Stage
A defined step in your sales pipeline that marks where a deal sits between first contact and closed revenue.
Deal Velocity
Deal velocity is the speed at which qualified opportunities move through your pipeline from creation to closed-won revenue.
E
E-Signature
An e-signature is a legally binding electronic mark used to execute contracts, proposals, and agreements without printing or scanning.
Estimate
An estimate is a non-binding price projection given to a prospect before scope is finalized, used to qualify budget fit and move toward a formal quote.
F
L
Lead
A lead is a person or company that has shown some signal of interest in your product and is worth your team's time to qualify further.
Lead Disposition
Lead disposition is the standardized outcome code a rep or AI agent assigns to a lead after each touch to track status and next action.
Lead Grade
Lead grade is a letter or tier rating (A/B/C/D) that scores how well a lead fits your ideal customer profile based on firmographic and demographic data.
Lead Qualification
The process of scoring inbound and outbound leads against fit and intent criteria to decide which deserve sales time right now.
Lead Routing
Lead routing is the automated process of assigning inbound leads to the right rep based on rules like territory, deal size, product fit, or rep capacity.
Lead Scoring Model
A lead scoring model is the structured rule set or algorithm your team uses to assign numeric values to leads based on fit and behavior signals.
Lead Source
Lead source is the origin channel that brought a prospect into your pipeline — the answer to 'where did this lead come from?'
M
O
P
Parallel Dialer
A parallel dialer is outbound calling software that dials multiple numbers simultaneously and connects your rep only when a prospect answers.
Pipeline Velocity
Pipeline velocity is the rate at which deals move through your sales pipeline and convert to revenue, expressed as dollars generated per day.
Power Dialer
A power dialer automatically calls leads one after another from a list, connecting reps only when a human answers.
Pricing Tier
A pricing tier is a defined package of features, usage limits, or service levels offered at a set price point to segment buyers and simplify decisions.
Proposal
A formal document sent to a prospect that defines scope, pricing, terms, and timeline, designed to win signed agreement and move deals to close.
Proposal Acceptance
Proposal acceptance is the formal moment a prospect signs or approves your proposal, converting an opportunity into a closed-won deal.
Prospect
A prospect is a qualified lead who matches your ideal customer profile and has shown enough fit or intent to warrant active sales engagement.
R
S
Sales Cadence
A sales cadence is the structured sequence of outreach touches—calls, emails, social, SMS—a rep follows to convert a prospect into a meeting or deal.
Sales Cycle Length
The average time from first qualified contact to closed-won deal, measured in days, used to forecast revenue and pipeline coverage.
Sales Forecast
A sales forecast is a projection of expected revenue over a defined period, built from pipeline data, historical close rates, and rep-level commitments.
Sales Pipeline
A sales pipeline is the visual, stage-by-stage view of every active opportunity moving from first contact to closed-won or lost.
Sales Playbook
A documented system of plays, scripts, and steps your sales team uses to move deals from first touch to closed-won consistently.
Sales Quota
A sales quota is the revenue, deal, or activity target a rep or team must hit within a defined period to be considered on-plan.
Sales Velocity
Sales velocity is the dollar value your pipeline generates per day, calculated from opportunity count, deal size, win rate, and cycle length.
Statement of Work
A Statement of Work (SOW) is a contract document defining deliverables, timeline, scope, and payment terms for a specific client engagement.
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