Sales glossary
The words sales leaders, managers and RevOps use when they talk about calls, scorecards and AI agents, each defined in one sentence you can quote, with an example from a real call.
22 terms
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- BANTBANT is a sales qualification framework, originally from IBM, that checks four things about a prospect: Budget, Authority, Need and Timeline, to decide whether a lead is worth pursuing now.
- Buying signalsBuying signals are words or actions that show a prospect is moving toward a purchase, such as asking about pricing, implementation timing or contract terms, or returning to your pricing page.
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- Call recording consentCall recording consent is the practice of informing the people on a sales call that it is being recorded and, where the law requires it, obtaining their agreement before recording starts.
- Call scoringCall scoring is the practice of rating a sales call against a fixed set of criteria from a scorecard, so every conversation is judged by the same standard and coaching targets real gaps.
- Challenger saleThe Challenger sale is a sales methodology from Matthew Dixon and Brent Adamson in which reps teach buyers a new insight about their business, tailor it to each stakeholder and take control of the sale.
- Conversation intelligenceConversation intelligence is software that records, transcribes and analyses sales conversations, turning what buyers and reps actually said into searchable transcripts, call scores and coaching points.
- CRM hygieneCRM hygiene is the practice of keeping CRM data complete, accurate and up to date, so contacts, deal stages, next steps and qualification fields reflect what is really happening in each deal.
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- MEDDICMEDDIC is a B2B sales qualification methodology that checks six elements of a deal: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain and Champion.
- MEDDPICCMEDDPICC is an extension of the MEDDIC sales qualification methodology that adds Paper process and Competition, for enterprise deals where procurement, legal review and rival vendors shape the outcome.
- Model Context Protocol (MCP)The Model Context Protocol (MCP) is an open standard that lets AI assistants such as Claude and ChatGPT connect to outside tools and data, introduced by Anthropic in November 2024.
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- Sales championA sales champion is a person inside the buying organisation who has influence, wants your solution to win and actively sells it internally when you are not in the room.
- Sales coachingSales coaching is the ongoing work of a manager helping individual reps improve specific skills and behaviours, based on what actually happened in their calls and deals rather than on results alone.
- Sales scorecardA sales scorecard is a list of criteria that a good sales call should meet, usually drawn from a sales methodology or playbook, used to score calls consistently and guide coaching.
- SPICEDSPICED is a customer-centric discovery framework from Winning by Design that structures a sales conversation around five elements: Situation, Pain, Impact, Critical event and Decision.
- SPIN sellingSPIN selling is a sales questioning method from Neil Rackham that moves a buyer through four types of question: Situation, Problem, Implication and Need-payoff, so they state the value themselves.
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