Glossary

The words this product uses, and what they mean here.

3 topics

People and places

Workspace: One company's data: its people, calls, playbook, settings and bill. Nothing crosses between workspaces.
Agency: A reseller that holds many workspaces and brands them as its own.
Rep, or closer: The person who runs sales calls. "Closer" is what teams say out loud; rep is what the app calls the role.
Setter: The person who works the top of the funnel: sourcing leads, sending the first message, booking the call. A peer of a rep, not a junior one, and they do not consume a paid seat.

Calls and coaching

Debrief: The full write-up of a single call: scores, evidence, objections, coaching, next steps.
Playbook: What you sell and how you sell it, written down. The analyzer reads it and grades against it.
Scoring framework: The eight categories every call is marked in, and the weighting that decides how much each counts for a given call type.
Call type: Discovery, demo, closing, follow-up, or your own. Sorted automatically, correctable by hand, and it changes the weighting.
Outcome: Where the call left the deal, from Unclear through to Paid. Drives the funnel, the closing ratio and the follow-up cadence.

Work and relationships

Commitment: Something the rep promised on a call. Becomes a dated task, unless they already did it before hanging up.
Follow-up: A reminder to re-engage a warm deal before it goes cold. Not the same as a commitment: one chases the deal, the other is a promise you made.
Lead: A prospect a setter is working by hand, before there is any call. Promoted into a contact once it turns into a real conversation.
Total pipeline: The leads somebody is holding right now that are still live. A present-tense count, so unlike the other outreach numbers it does not move when you change the date range.
Contact owner: Whoever ran the most recent call with a prospect. Moves on its own, and grants sight of the calls on that contact.
Follower: Somebody who can see a contact record without owning it, and without access to the calls on it.
Black swan: A life-altering personal event a prospect shared. Recorded as a deep motivator, never as leverage.
Deal: The commercial terms of a sale written down against a contact: the offer, the price, the payment schedule and the agreement it is signed under. See Deals and signing.
Order form: The price, the prospect's answers and any additional terms, shown on their page once signing opens and signed together with the agreement. The page itself needs no account and no password, just the link.
Opening signing: Letting the prospect sign, for one of the windows your owner allows. Done live on the call, and it expires. On a deal agreed without a call, sending it does this, and the time counts from the send. Older deals call it arming.
Stage: Where a deal has got to, in the same words everywhere: Not sent, With them, Ready to sign, Window closed, Signed, not paid, Collecting, Paid in full, Payments stopped, or Void. See what each one means.
Not counted toward performance: A call that was a real sales conversation but was not selling your offer. It keeps its debrief and stays out of scores and leaderboards. See the calls chapter.

All chapters · Last reviewed against build 0be95fc on 5 October 2026.