Glossary

The vocabulary of outbound and qualification, one term per page, defined in a sentence and then explained.

BANT

BANT is a sales qualification framework that checks four things about a prospect: Budget, Authority, Need and Timeline.

Discovery call also discovery meeting, discovery

A discovery call is the first real conversation with a prospect, where the seller learns their situation, problem and buying process before proposing anything.

Go-to-market motion also GTM motion, sales motion

A go-to-market motion is one repeatable way of bringing an offer to a specific audience: who you sell to, what you sell them, and how they discover it, evaluate it and buy.

Ideal customer profile (ICP) also ICP

An ideal customer profile describes the kind of company that gets the most value from what you sell and is most likely to buy it, in attributes you can search and check.

MEDDIC also MEDDICC, MEDDPICC

MEDDIC is a sales qualification framework for complex B2B deals: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion.

Sales playbook also playbook

A sales playbook is the working reference for selling one offer to one audience: personas, pains, value propositions, objections and answers, talk tracks, qualification and stage criteria.

Sandler Selling System also Sandler, Sandler method

The Sandler Selling System is a sales methodology built on mutual agreements with the buyer at each step, deep questioning about pain, and qualifying out early.

SPIN selling also SPIN

SPIN selling is a questioning method for sales conversations, in four types of question: Situation, Problem, Implication and Need-payoff.