Sales & qualification

Sales & qualification · 36

• Account ExecutiveAE The quota-carrying rep who runs discovery, demos, and negotiation and owns closing the deal. C3
• Account Expansion Growing revenue within existing accounts through upselling, cross-selling, and seat/usage growth. C3
• Account ManagerAM Owns the ongoing relationship with existing accounts, focused on retention and growth post-sale. C3
• Battlecard A quick-reference enablement asset on a competitor or objection — how to position against and respond. C3
• Buying Committeebuying group, DMU (decision-making unit) The set of people inside an account who collectively influence a B2B purchase — economic buyer, champion, technical evaluators, end users, procurement, legal. C3
• Buying Intent The inferred likelihood that a person or organization will purchase, read from behavior. C3
• Buying Signal A verbal or behavioral cue that a prospect is moving toward purchase (pricing-page visit, demo request, job change). C3
• Champion An internal advocate inside the buying account who sells on your behalf and navigates the org. A key MEDDIC qualifier. C3
• Cold Email Unsolicited outbound email to prospects who haven't engaged. Depends on deliverability, list quality, and personalization at scale. C3
• Critical Eventcompelling event A dated, external trigger creating urgency and a deadline to buy (contract expiry, compliance date, launch). The 'why now' in deal form. C3
• Cross-Sell Selling an additional, complementary product to an existing customer. C3
• Customer SuccessCS, CSM The post-sale function ensuring customers achieve their desired outcomes, driving adoption, retention, and expansion. Not 'support with a nicer name'. C3
• Deal Desk A team/process that manages complex deals for pricing, approvals, compliance, and profitability. C3
• Decision Criteria The explicit factors a buyer will use to choose a vendor. Shaping these in your favor is core to complex-deal strategy. C3
• Decision Process The actual steps (technical eval, procurement, legal, sign-off) the buyer takes to purchase — mapping it prevents late-stage surprises. C3
• Discoverydiscovery call The early sales conversation to understand the buyer's situation, pain, and process before proposing a solution. C3
• Domain Warm-Up Gradually ramping sending volume on a new domain to build sender reputation and protect deliverability. C3
• Economic Buyer The person with financial authority to approve the purchase. A key MEDDIC qualifier. C3
• Email Deliverability Whether outbound email actually lands in the inbox; managed via domain reputation, warm-up, and volume control. C3
• Field Sales An outside-sales model where reps meet prospects in person, typical for high-value enterprise deals. C3
• Identify Pain Surfacing the buyer's real, quantified problem — the basis for value and urgency. Shared across MEDDIC and SPICED. C3
• Inside Sales Selling remotely (phone, video, email) rather than in person; higher velocity, lower cost per touch. C3
• Multi-Threadingmultithreading Building relationships with several stakeholders across the buying committee at once, rather than relying on a single contact. Reduces single-point-of-failure risk (your champion leaves, a blocker emerges) and tends to raise win rates on complex deals. C3
• Mutual Action PlanMAP, close plan, joint execution plan A shared, dated plan co-owned by the seller and the buyer that lays out the steps, owners, and milestones from evaluation to signed contract and go-live. Surfaces the real decision process and creates joint accountability to a timeline. C3
• Opportunityoppty, deal A qualified potential sale being actively worked in the pipeline, with a value and expected close date. C3
• Pipelinepipe The total view of in-progress deals for a rep or team, with stages, expected value, timing, and likelihood to close. Distinct from the funnel: a single path from demand → nurture → sales. C3
• Proof of ConceptPOC, pilot A limited trial proving the product works for the buyer's specific case before full commitment. C3
• Quota The revenue target a rep or team is expected to hit in a period; the denominator for pipeline-coverage math. C3
• Sales Enablement Equipping reps with the content, tools, training, and playbooks needed to sell effectively and move pipeline faster. C3
• Sales EngineerSE, solutions engineer The technical seller who provides proof (demos, POCs, architecture) alongside the AE in complex deals. C3
• Sales Playbook The documented, repeatable plays, messaging, and process a team follows for a given motion or segment. C3
• Sales Sequencecadence A predefined series of outbound touches across channels, executed via an SEP, designed to book meetings. C3
• Sales Stagespipeline stages The defined steps an opportunity moves through, e.g. identified → qualified → proposed → closed. Stage definitions must be enforced for forecasting to work. C3
• SDR / BDRSales/Business Development Representative, xDR Entry-level sales role focused on finding and qualifying new prospects and booking meetings to feed AEs. SDR often = inbound; BDR often = outbound (usage varies). C3
• Territory Managementterritory planning, carving Dividing the market into territories (geographic, vertical, or account-based) and assigning reps to maximize coverage, minimize overlap and conflict, and balance quota potential. A core RevOps planning exercise each fiscal year. C3
• Upsell Moving a customer to a higher tier or larger plan than they currently have. C3