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.

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.

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.

All chapters · Last reviewed against build 4ffc7bb on 25 August 2026.