You might have stumbled upon this blog by chance. If you haven’t kept up with the reading here over time, some of the words and phrases here may confuse you. Have no fear! This glossary will help you find your way.

A

Advance: A commitment from the prospective (or dream client) that moves the opportunity forward. [taken from Neil Rackham's SPIN Selling]

D

Dream Client: A client for whom you can do breath-taking, jaw-dropping, earth-shattering work worth paying for, and one who will allow you to keep some of the value you create in the way of profit. This is something much more than a prospect. [This post compares a dream client and a prospect]

L

Level 4 Value Creator: A salesperson that produces a strategic level of value. One who helps their client see around corners, brings them new ideas, and helps them drive their business to the next level. They own a set of outcomes and they act as part of their client’s management team.