sales · Glossary

Quick definitions for common terms in sales, marketing, billing and AI.

Customer relationship management — a system that tracks every interaction with your leads, prospects, and customers.

The progressive narrowing of leads from first touch to closed deal, visualized as stages.

The set of active deals at various stages, weighted by close probability to forecast future revenue.

A points-based ranking system that prioritizes leads by fit, engagement, and intent signals.

A B2B qualification framework: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion.

Ideal customer profile — the precise definition of the company segment most likely to buy and succeed.