Blog · Glossary

Sales and CRM glossary

Plain-English definitions of the terms B2B sales teams use every day.

What is a CRM?

A CRM is software that keeps every customer, deal and conversation in one place. Here is what it does and what a B2B product seller should expect from one.

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Glossary
What is a CRM?
A CRM is software that keeps every customer, deal and conversation in one place. Here is what it does and what a B2B product seller should expect from one.
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Glossary
What is MCP (Model Context Protocol)?
MCP is an open standard that lets AI assistants like Claude and ChatGPT connect to your tools and data. Here is how it works and how a CRM uses it.
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What is an AI-native CRM?
An AI-native CRM is built around AI that captures data and answers questions, instead of AI bolted onto an old system. Here is how to tell the difference.
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What is a customer price list?
A customer price list sets the agreed prices for one customer or group. Here is why B2B sellers use them, how they work, and how to keep them accurate.
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What is a deal stage?
A deal stage is a step a deal passes through on its way to a sale. See example stages for product sales and how to define your own.
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What is a sales order?
A sales order is the document that confirms what a customer has agreed to buy. Here is what it contains, how it differs from a quote, and an example.
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What is a sales pipeline?
A sales pipeline is the set of stages a deal passes through from first contact to won or lost. Here is how it works, with a B2B product example.
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What is a shared inbox?
A shared inbox puts a team's customer messages in one place instead of personal accounts. Learn how it works and why B2B sales teams use one.
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What is account-based selling?
Account-based selling treats each target customer as a market of its own and sells to several people there. Learn how it works for B2B product sellers.
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What is conversation intelligence?
Conversation intelligence records and transcribes sales calls, then pulls out summaries and action items. See how it works and what it does for B2B sales.
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What is CPQ?
CPQ stands for configure, price, quote: software that builds accurate quotes for products with many options. Here is what it does and when you need it.
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What is lead scoring?
Lead scoring gives each lead a number based on fit and behaviour so reps know whom to call first. Here is how it works and a simpler way to start.
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What is pipeline coverage?
Pipeline coverage is the value of your open pipeline divided by your sales target. Learn the formula, a worked example and how to read the ratio.
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What is quote-to-order?
Quote-to-order is the process of turning an accepted sales quote into a confirmed order. Here is how it works and where it usually goes wrong.
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What is sales forecasting?
Sales forecasting is estimating how much revenue you will close in a future period. Learn three simple methods, a worked example and common mistakes.
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What is sales velocity?
Sales velocity is how much revenue your pipeline produces per day. Learn the four-part formula, a worked example and the four ways to speed it up.
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What is sample management?
Sample management is tracking product samples from request to feedback to order. See why it matters in chemicals and coatings and how to do it well.
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What is win rate?
Win rate is the share of your deals that end in a sale. See the formula, a worked example from product sales and what actually moves the number.
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Sales and CRM glossary

What is a CRM?

What is a CRM?

What is MCP (Model Context Protocol)?

What is an AI-native CRM?

What is a customer price list?

What is a deal stage?

What is a sales order?

What is a sales pipeline?

What is a shared inbox?

What is account-based selling?

What is conversation intelligence?

What is CPQ?

What is lead scoring?

What is pipeline coverage?

What is quote-to-order?

What is sales forecasting?

What is sales velocity?

What is sample management?

What is win rate?

Want to see the platform in action?

Want to see the
platform in action?