A
- Account ExecutiveAn account executive is a salesperson who owns a qualified B2B opportunity through discovery, proposal, negotiation, and a purchasing decision.
- Account MappingAccount mapping is the process of identifying every stakeholder in a target account, understanding their role in the buying decision, and visualizing the relationships between them.
- AI Sales AssistantAn AI sales assistant is software that uses artificial intelligence to support sales reps during their workflow, covering preparation before calls, guidance during live conversations, or analysis and coaching after calls end.
- AI Sales CopilotAn AI sales copilot is software that listens to a live sales call and delivers real-time guidance to the rep while the conversation is still happening.
- Average Deal SizeAverage deal size is the mean revenue value of all closed-won deals during a given period, calculated by dividing total revenue from closed deals by the number of deals closed.
B
- B2B ProspectingB2B prospecting is the systematic process of identifying potential business buyers, qualifying them against ideal customer criteria, and initiating contact to generate new opportunities.
- BANTBANT is a sales qualification framework that evaluates a prospect across four criteria: Budget, Authority, Need, and Timeline.
- Business Development RepresentativeA business development representative is a sales professional who creates and qualifies potential B2B opportunities for a closing team.
C
- Call CoachingCall coaching is a structured process in which sales managers or AI systems review call behavior — either through recordings or real-time observation — and deliver feedback that helps reps improve their performance on future calls.
- Closing TechniquesClosing techniques are specific methods sales reps use to move a qualified opportunity from negotiation to a signed agreement.
D
- Deal ReviewA deal review is a structured meeting where a sales rep presents an active deal to their manager, covering the current state, deal health, key risks, and recommended next steps.
- Discovery CallA discovery call is the first structured conversation between a sales rep and a qualified prospect, designed to understand the buyer's needs, current situation, goals, and decision process before a demo or proposal.
- Discovery Call QuestionsDiscovery call questions are the structured questions a sales rep asks during an initial call to understand a buyer's situation, pain points, priorities, and decision-making process.
E
I
- Inbound SalesInbound sales is a selling approach where the sales rep responds to prospects who have already expressed interest in the product, rather than initiating contact with people who haven't requested it.
- Inside SalesInside sales is a sales model where reps close B2B deals entirely through remote channels — phone, video calls, and email — without traveling to meet prospects face-to-face.
L
M
- MEDDICMEDDIC is a six-part B2B sales qualification framework that tests business impact, buying authority, evaluation criteria, decision steps, buyer urgency, and internal support.
- MultithreadingMultithreading in sales is the practice of building and maintaining relationships with multiple stakeholders inside a single prospect account, rather than relying on one contact to carry the deal through to close.
N
O
- Objection HandlingObjection handling is the process of listening to a buyer's concern, acknowledging it, and responding in a way that keeps the deal moving forward.
- Outbound SalesOutbound sales is a selling approach where the sales rep initiates contact with prospects who have not requested it, reaching out cold through calls, emails, LinkedIn messages, or other channels.
P
Q
R
S
- Sales BattlecardA sales battlecard is a concise reference document that gives a sales rep the key talking points, objection responses, and differentiators needed to win a deal when a specific competitor is in the conversation.
- Sales ChampionA sales champion is a contact on the buyer's side who advocates for your deal internally, works to move it forward, and helps you navigate the people and process needed to close.
- Sales CycleA sales cycle is the repeatable series of stages a rep follows from first contact with a prospect to closing a deal and collecting payment.
- Sales DemoA sales demo is a live presentation where a sales rep shows a prospective buyer how a product or service solves their specific problem.
- Sales Development RepresentativeA sales development representative is a sales professional who starts and qualifies buyer conversations before handing viable opportunities to a closing salesperson.
- Sales EngineerA sales engineer is a technical specialist who helps buyers evaluate whether a product or service can meet their requirements during a sales process.
- Sales KPIA sales KPI is a quantifiable metric that measures how effectively a sales rep, team, or organization is moving toward its revenue targets.
- Sales ManagerA sales manager leads a sales team by setting goals, coaching reps, reviewing opportunities, and improving the conditions that produce revenue.
- Sales MethodologyA sales methodology is a structured framework that guides how sales reps engage buyers, ask questions, qualify opportunities, and move deals through the pipeline.
- Sales NegotiationSales negotiation is the process by which a rep and a buyer reach agreement on price, contract terms, scope, and implementation timeline before a deal is signed.
- Sales ObjectionA sales objection is a concern, hesitation, or stated reason raised by a buyer that blocks or delays a deal from progressing.
- Sales OnboardingSales onboarding is the structured process of training new sales reps to understand the product, the buyer, the sales process, and the internal tools well enough to carry their own quota.
- Sales OperationsSales operations is the function responsible for the processes, tools, data, and systems that help a sales team operate efficiently and hit quota.
- Sales QualificationSales qualification is the process of determining whether a prospect has the need, authority, budget, and timeline to purchase your product, so reps can invest time in deals that can actually close.
- Sales QuotaA sales quota is a revenue or activity target assigned to an individual rep, team, or region for a defined period, typically a month, quarter, or fiscal year.
- Sales RepA sales rep is a professional who sells products or services on behalf of a company, managing the relationship between the business and its buyers from first contact through close.
- Sales RoleplaySales roleplay is a practice method in which a sales rep rehearses a sales conversation by speaking or responding to a simulated buyer, with the goal of improving objection handling, discovery skills, or delivery before a real call.
- Sales ScriptA sales script is a prepared text that outlines what a sales rep should say during a call, covering opening lines, key questions, product positioning, and objection responses.
- Sales TerritoryA sales territory is a defined segment of the market assigned to a specific sales rep or team, used to organize account coverage, set quotas, and measure performance against a shared standard.
- Sandler SellingSandler Selling is a sales methodology that inverts the traditional rep-buyer dynamic, putting the rep in control of the qualification process by encouraging disqualification of deals that won't close.
- SNAP SellingSNAP Selling is a sales methodology built around the reality that modern B2B buyers are overloaded, distracted, and deeply skeptical of anything that looks like a vendor pitch.
- SPIN SellingSPIN Selling is a sales methodology built on four question types — Situation, Problem, Implication, and Need-payoff — designed to guide buyers toward articulating the value of a solution themselves.
- Stakeholder MappingStakeholder mapping is the process of identifying everyone who has influence over a B2B buying decision, their roles in the approval process, and their level of support for the purchase.
T
W
Go deeper
The sales guides turn these terms into practice: discovery call questions, objection handling, roleplay scenarios and talk tracks.