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—a
SalesAI SDR
An AI SDR is an autonomous software agent that handles outbound prospecting, lead qualification, and follow-up
SalesAcceptance Rate
The percentage of proposals or quotes a prospect signs versus the total number sent over a given period.
SalesAccount
An Account is the company-level record in your CRM that groups every contact, deal, ticket, and invoice tied t
SalesAccount Assignment
Account assignment is the process of routing prospect and customer accounts to specific reps or teams based on
SalesActivity Logging
Activity logging is the systematic record of every sales touch — calls, emails, meetings, notes — captured aga
SalesActivity Timeline
A chronological feed of every interaction with a contact or account — calls, emails, meetings, notes, deals —
SalesAnalytical CRM
A CRM focused on analyzing customer data to surface insights — segmentation, reporting, forecasting, and custo
SalesAnnual Contract Value
Annual Contract Value (ACV) is the average yearly revenue a single customer contract generates, normalized acr
SalesApproval Workflow
A defined sequence of internal reviews and sign-offs a proposal, quote, or document must clear before it can b
SalesAt-Risk Deal
An at-risk deal is a pipeline opportunity showing signals that it will stall, slip, or close lost without inte
SalesAuto-Renewal Clause
A contract provision that automatically extends an agreement for another term unless one party gives notice to
SalesAverage Deal Size
Average Deal Size is the mean revenue per closed-won opportunity, used to forecast pipeline value and set quot
SalesB
BANT
BANT is a sales qualification framework that scores leads on Budget, Authority, Need, and Timeline to decide w
SalesBattlecard
A one-page sales reference that arms reps with positioning, objection responses, and competitive proof points
SalesBehavioral Scoring
Assigning lead-score points based on actions a contact takes — page visits, email engagement, content download
SalesBest Case Forecast
A best case forecast is the optimistic revenue projection assuming every winnable deal closes — the ceiling, n
SalesBuying Intent
Buying intent is the measurable signal that a prospect is actively researching, comparing, or ready to purchas
SalesC
CHAMP
Sales qualification framework — Challenges, Authority, Money, Prioritization — that leads with the prospect's
SalesCPQ
CPQ (Configure Price Quote) is software that helps sales teams configure complex products, apply correct prici
SalesCRM Data Hygiene
CRM data hygiene is the ongoing process of keeping contact, account, and pipeline records accurate, complete,
SalesCRM Field Mapping
Defining how data from external systems maps to fields in your CRM — which source field populates which CRM fi
SalesCall Recording
Call recording captures sales and support conversations as audio (or audio+video) for coaching, compliance, an
SalesCall Transcript
A call transcript is the written, time-stamped record of a sales or support conversation, used for coaching, C
SalesClick-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
SalesClose Plan
A Close Plan is a shared, dated checklist between seller and buyer mapping every step required to sign a deal
SalesClosed-Lost
Closed-Lost is the CRM deal stage marking an opportunity your team pursued but failed to win, with the reason
SalesClosed-Won
Closed-Won is the CRM stage marking a signed, committed deal where the prospect has agreed to buy and revenue
SalesCollaborative CRM
A CRM focused on sharing customer information across departments so sales, marketing, support, and finance see
SalesCommit Forecast
A commit forecast is the subset of pipeline deals reps formally pledge to close in the period, treated as the
SalesContact Record
A contact record is the structured profile in your CRM that stores everything you know about a single person t
SalesContract Renewal
Contract renewal is the process of extending or re-signing an existing customer agreement before or at the end
SalesCounter-Offer
A counter-offer is a buyer's or seller's revised response to a proposal that changes terms, price, or scope be
SalesCustomer Relationship Management
Customer Relationship Management (CRM) is the system and process your team uses to track every prospect, deal,
SalesD
Data Enrichment
Data enrichment is the process of adding missing or updated information to existing CRM records to improve tar
SalesDeal
A deal is a tracked sales opportunity moving through pipeline stages toward a closed-won or closed-lost outcom
SalesDeal Stage
A defined step in your sales pipeline that marks where a deal sits between first contact and closed revenue.
SalesDeal Velocity
Deal velocity is the speed at which qualified opportunities move through your pipeline from creation to closed
SalesDemographic Scoring
Assigning lead-score points based on contact attributes — job title, industry, company size, seniority — indep
SalesDiscount Approval
Discount approval is the workflow that requires authorized sign-off before a rep can offer pricing below a def
SalesDuplicate Management
Duplicate management is the CRM process of detecting, preventing, and merging redundant records so your team w
SalesE
E-Signature
An e-signature is a legally binding electronic mark used to execute contracts, proposals, and agreements witho
SalesElectronic Signature
An electronic signature is a legally binding digital mark on a document that confirms a signer's intent to agr
SalesEstimate
An estimate is a non-binding price projection given to a prospect before scope is finalized, used to qualify b
SalesF
K
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
SalesLead Disposition
Lead disposition is the standardized outcome code a rep or AI agent assigns to a lead after each touch to trac
SalesLead Grade
Lead grade is a letter or tier rating (A/B/C/D) that scores how well a lead fits your ideal customer profile b
SalesLead Qualification
The process of scoring inbound and outbound leads against fit and intent criteria to decide which deserve sale
SalesLead Routing
Lead routing is the automated process of assigning inbound leads to the right rep based on rules like territor
SalesLead Scoring Model
A lead scoring model is the structured rule set or algorithm your team uses to assign numeric values to leads
SalesLead Source
Lead source is the origin channel that brought a prospect into your pipeline — the answer to 'where did this l
SalesLine Item
A single billable row on a proposal, quote, or invoice that specifies one product, service, or fee with its qu
SalesLoss Reason
The specific, categorized reason a deal was marked Closed Lost — used to spot patterns in pricing, product, or
SalesM
MEDDIC
MEDDIC is a B2B sales qualification framework covering Metrics, Economic buyer, Decision criteria, Decision pr
SalesMaster Service Agreement
A Master Service Agreement is a contract that sets the legal terms governing all future work between two parti
SalesMost Likely Forecast
A sales forecasting category representing deals the rep believes will most likely close in the period — betwee
SalesMutual Action Plan
A shared timeline between seller and buyer listing every step, owner, and date required to close a deal and re
SalesO
Objection Handling
Objection handling is the structured process of acknowledging, diagnosing, and resolving buyer concerns to mov
SalesOperational CRM
A CRM focused on automating and supporting day-to-day customer-facing operations — sales workflows, marketing
SalesOpportunity
An Opportunity is a qualified deal in your CRM with a known buyer, defined scope, and realistic chance to clos
SalesOrder Form
A legally binding document that lists what a customer is buying, at what price, and under what terms — the clo
SalesP
Parallel Dialer
A parallel dialer is outbound calling software that dials multiple numbers simultaneously and connects your re
SalesPipeline Aging
Pipeline aging tracks how long deals sit in each sales stage so you can spot stalled opportunities before they
SalesPipeline Coverage Ratio
The multiple of open pipeline value to your sales quota, used to forecast whether your team has enough deals t
SalesPipeline Hygiene
The ongoing discipline of keeping CRM pipeline data accurate, current, and free of stale or unqualified deals
SalesPipeline Velocity
Pipeline velocity is the rate at which deals move through your sales pipeline and convert to revenue, expresse
SalesPower Dialer
A power dialer automatically calls leads one after another from a list, connecting reps only when a human answ
SalesPricing Tier
A pricing tier is a defined package of features, usage limits, or service levels offered at a set price point
SalesProposal
A formal document sent to a prospect that defines scope, pricing, terms, and timeline, designed to win signed
SalesProposal Acceptance
Proposal acceptance is the formal moment a prospect signs or approves your proposal, converting an opportunity
SalesProposal Analytics
Proposal analytics tracks how prospects interact with your sales proposals — opens, time on page, section view
SalesProposal Template
A pre-built proposal document with reusable sections, pricing tables, and branding that your team customizes p
SalesProposal Version Control
Proposal version control tracks every edit, revision, and approval on a sales proposal so your team always sen
SalesProposal View Tracking
Proposal view tracking shows when a prospect opens your proposal, which sections they read, and how long they
SalesProspect
A prospect is a qualified lead who matches your ideal customer profile and has shown enough fit or intent to w
SalesQ
R
Redline
A redline is a marked-up edit to a contract or proposal showing proposed changes, deletions, and additions bet
SalesRep Performance Dashboard
A real-time view of each sales rep's activity, pipeline, and quota attainment used to coach, forecast, and reb
SalesRound-Robin Assignment
Round-robin assignment automatically distributes incoming leads or tickets evenly across reps in a rotating se
SalesS
Sales Cadence
A sales cadence is the structured sequence of outreach touches—calls, emails, social, SMS—a rep follows to con
SalesSales Cycle Length
The average time from first qualified contact to closed-won deal, measured in days, used to forecast revenue a
SalesSales Forecast
A sales forecast is a projection of expected revenue over a defined period, built from pipeline data, historic
SalesSales Pipeline
A sales pipeline is the visual, stage-by-stage view of every active opportunity moving from first contact to c
SalesSales Playbook
A documented system of plays, scripts, and steps your sales team uses to move deals from first touch to closed
SalesSales Quota
A sales quota is the revenue, deal, or activity target a rep or team must hit within a defined period to be co
SalesSales Velocity
Sales velocity is the dollar value your pipeline generates per day, calculated from opportunity count, deal si
SalesStalled Deal
A stalled deal is an open pipeline opportunity that has stopped progressing through stages despite no formal l
SalesStatement of Work
A Statement of Work (SOW) is a contract document defining deliverables, timeline, scope, and payment terms for
SalesT
W
WIP Limit
A maximum number of active deals or tasks a rep can have at any one stage — borrowed from Kanban manufacturing
SalesWeighted Forecast
A pipeline forecast that multiplies each deal's value by its stage probability to produce a probability-adjust
SalesWin Rate
Win rate is the percentage of qualified opportunities your team closes as won deals over a given period.
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