Glossary
The language of AI sales training.
Plain-English definitions for the terms you'll hear across role-play, coaching, and enablement.
A–Z
Key terms, defined
A quick reference for sales leaders, enablement teams, and reps getting started.
- AI Role-Play
- A simulated conversation with an AI buyer that lets reps practice real selling scenarios safely.
- Conversation Coaching
- Structured feedback on how a rep speaks, listens, and responds during a sales conversation.
- Discovery Call
- An early conversation focused on uncovering a prospect's needs, goals, and constraints.
- Enablement
- The people, content, and tools that prepare reps to sell effectively and consistently.
- Objection Handling
- Responding to a buyer's concerns in a way that keeps the conversation moving forward.
- Ramp Time
- How long it takes a newly hired rep to reach full productivity and quota readiness.
- Role-Play Scenario
- A scripted situation — a buyer persona, context, and goal — that a rep practices against.
- Scoring Rubric
- The criteria used to evaluate a practice session, turning a conversation into measurable signals.
- Talk Ratio
- The share of a conversation a rep speaks versus listens — a proxy for balanced discovery.
- Win Rate
- The percentage of opportunities that close as won, a core measure of selling effectiveness.
Ready when you are
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Your reps walk into calls tomorrow — the only question is whether they’ve practiced first. See it live, or watch the demo.