Resources Glossary
The terms
we use.
Plain definitions of the language used across this site and in every scope we write.
A to Z
Glossary.
- Account-first research
- Identifying the organisations that fit before looking for the people inside them.
- Approver
- The named person on your team who decides whether a prospect is worth pursuing.
- Buy box
- The short set of criteria your team uses to decide whether a prospect is worth pursuing. See the buy box.
- Delivery window
- The agreed period in which the opportunities are to be delivered.
- Diligence
- The early work of understanding your sales process, sources of business, economics, and market before a scope is written.
- Essential condition
- A requirement specific to your business, such as a service area, added to the four core tests.
- Financial ability
- Whether a prospect can afford to buy what you sell, on terms that work for you.
- Genuine interest
- Whether a prospect actually wants to explore what you offer.
- Held call
- A conversation that has taken place between your team and a prospect. A booked meeting is not a held call.
- Market check
- The diligence step that tests whether your market holds enough suitable buyers, and your team enough capacity, to support the opportunities you need. See the market check.
- Opportunity count
- The agreed number of approved opportunities the engagement will deliver.
- Qualified opportunity
- A prospect your team has met, assessed against the buy box, and confirmed is worth pursuing. See what counts.
- Reachable market
- The suitable accounts and decision-makers that can realistically be approached.
- Serviceability
- Whether you can deliver what a prospect needs, where and when they need it.
- Sufficient size
- Whether an opportunity is large enough to be worth your team’s time.
- Valid rejection
- A decision not to pursue a prospect that names the buy-box condition that was not met.
- Working scope
- The document that sets out the count, window, fee, buy box, and responsibilities, revised with you until it is agreed.
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