Glossary of Terms
Aggressive - ambitious target or goal.
Air time - have a meeting (generally by phone).
All-nighter - work until people start coming back to work.
Already half-pregnant - invested in the deal.
Animal in the closet - the bad cop in a good cop/bad cop negotiation.
Apples to apples - Comparing items on an equivalent basis.
At the end of the day - the bottom line is, or if we cut out the B.S., we all know that this is what matters.
ASAP - now.
Audible - change the plan at the last minute.
Back of the envelope - rough, quick estimate.
Back pocket - for internal knowledge, not for the pitch deck.
Bake off - pitch competition against other vendors for business.
Baked into the pie - included.
Bandwidth - free time.
Bang down the doors - try to get a meeting with a potential client.
Beauty contest - see "Bake off".
Bells and whistles - fancy stuff.
Big bad bear - market leader.
Big picture - high level view.
Bigger fish to fry - small meaningless issue.
Bluebird - buyer comes out of nowhere.
Boil the ocean - look at every possibility.
Boneyard - dead end.
Book - the presentation materials.
Bottleneck - when you are holding up the deal.
Bottom line - conclusion.
Brewing - things are happening.
Bring the thunder - go all out.
BSD - rainmaker.
Bullpen - where sales reps live.
Buried - busy with work.
Burning the candle at both ends - see "All nighter."
Burning the midnight oil - see "All nighter."
Buy-in - agree.
Chew on it - think about it.
Circle back - return a phone call.
Circle up - let's meet.
Clear my plate - finish work to prepare for more work.
Clear the decks - put other work aside for more immediate work.
Closer - see "BSD."
Deck - presentation, see "Book."
Dialing for dollars - make sales calls.
Do our homework - research.
Do some digging - research.
Drinking the Kool-Aid - believing in the company's own hype.
Drive this one home - close the deal.
Elephant in the room - an issue no one wants to talk about.
Eye on the ball - focus.
Face time - get in front of client.
Fire drill - something that needs to get done immediately.
Flying at 30,000 feet - not paying attention to details.
Full court press - give a lot of attention to a prospective client.
Game plan - deal strategy.
Get a second set of eyes on it - review.
Get comfortable with - understand.
Get on their calendar - schedule a meeting.
Get our arms around it - understand all the details.
Get our ducks in a row - get our facts straight.
Give it a turn - revise.
Going forward - in the future.
Goldmine - opportunity to make a lot of money.
Green light - to give the go ahead.
Half baked - a plan not well thought out.
Herding cats - attempt to control the uncontrollable.
High level - strategic thinking.
Holding pattern - waiting.
Hurry up and wait - rush to get something done without needing to.
I have a relationship there - I have heard the company is hot and lobbed a phone call in there, but it was never returned.
Inbound - prospect calling with a deal in mind.
Juggling act - a difficult situation where several things must be maintained at the same time.
Just so we're all on the same page - just so you are on my page.
Kick the tires - buyer who show interest in potential deal, but isn't serious.
Lay of the land - situation.
Lead dog - market leader.
Lipstick on the pig - making a deal look better than it is.
Lobbing in calls - see "Dialing for dollars."
Look under the hood - see "Kick the tires."
Lose / lose - both parties lose if the deal gets done.
Lost in the weeds - unable to see the big picture.
Low hanging fruit - an easy win.
Make it happen - do it.
Moving parts - a lot of issues outstanding at one time.
Net net - the bottom line is.
New sheriff in town - management change.
No brainer - easy decision.
Nailed it - good presentation.
Nailing jello to the wall - pointless.
Neighborhood - close enough.
Off your plate - no longer your responsibility.
On the same page - agree.
Out of left field - surprise.
Out of the blue - surprise.
Own it - take responsibility for with confidence.
Phonebook - overly thick presentation.
Pipeline - forecast of opportunities.
Pitch - present the deal.
Plug and play - easy implementation.
Pounding the pavement - shopping the opportunity around to lots of potential buyers.
Push the envelope - test the limits.
Put our heads together - group think.
Red flag - risks to the deal.
Run with it - take ownership.
Sharpen our pencils - get smart.
Shotgun approach - the hasty use of a wide range of techniques that are nonselective and haphazard.
Sinking ship - a deal that's falling apart, unlikely to get done.
Skin in the game - invested in the deal.
Slap something together - quickly pull together a presentation.
Strapped - busy.
Sweat shop - a sales team where reps work long hours under poor conditions.
Swinging for the fences - going after a big client.
Take a first crack - draft.
Take offline - talk confidentially or talk later.
Take to the next level - do better.
This is a good start - this is terrible, we have to totally rework it.
Too many cooks in the kitchen - too many people trying to make decisions.
Touch base - follow up.
When the smoke clears - have more bandwidth.
White knight - a person who comes to someone's aid.
Win / win - both parties win if the deal gets done.
Word smithing - to reword.
Zero sum game - one person's gain is exactly balanced by the loss for the others.