Key Terms

Action Hub — The centralised screen where all AI-suggested actions land for your review, editing, and approval. Nothing executes without human approval.

Agentic Actions — AI-generated recommendations for follow-up actions (emails, CRM updates, deal stage changes, tasks) that surface in the Action Hub for approval.

Call Vitals — Real-time speaking metrics displayed during a live call: talking speed, talk ratio, monologue alert, and tone indicator.

Coach Pilot Guides — Proprietary content that trains the AI's coaching behaviour. Invisible to sellers — used exclusively by the AI engine.

Company Admin — The primary administrator role within a customer organisation. Manages users, configuration, playbooks, and org-wide settings.

Company Playbook — Sales reference material uploaded for a specific company. Visible to sellers and used by the AI as coaching context.

Critical Gate — Categories 1, 2, and 3 in the Deal Health Scoring Model (Problem Statement Quality, Discovery Brief, and Business Impact). If any scores 0, the deal is automatically marked Red regardless of the total score.

Deal Health Score — A 0–100 score across 9 weighted categories that assesses the health of a deal. Green (80–100) indicates on track, Amber (60–79) means watch, and Red (below 60) signals at risk.

Deal Health Trigger — A configurable condition (e.g., Stalled Deal, Close Date Passed, EDM Engagement Gap) that automatically generates alerts and actions when detected.

Forecast Delta — The gap between a seller's submitted forecast and the AI-generated forecast for a deal or pipeline. Used to identify deals that may need closer attention.

Key Moment — An auto-detected or manually bookmarked call moment. Types include: Buying Signal, Pricing Interest, Competitor Mention, Risk Signal, Action Item, and Stakeholder Reference.

Live Coaching Sidebar — The in-call coaching panel visible only to the seller during a recorded meeting. Contains four panels: Call Vitals, Playbook Tracker, Objection Handling, and Key Moment Capture.

Methodology — The sales framework your organisation follows. Supported methodologies include MEDDIC, MEDDPICC, BANT, SPICED, Challenger, SPIN Selling, Gap Selling, Sandler, Solution Selling, and Custom.

Methodology Adherence — A measure of how well a seller follows the active methodology during calls, tracked via the Playbook Tracker during the call and the post-call scorecard after.

Morning Briefing — A daily email and in-app section summarising pending actions, today's meetings, and deals needing attention. Delivered at a configurable time; suppressed on quiet days.

Playbook Tracker — The real-time methodology checklist in the Live Coaching Sidebar that auto-checks items as the AI detects relevant conversation topics during a call.

Seller — The end-user role. Manages their own deal pipeline and interacts with AI coaching during and after sales calls.

Selling Manager — Manages one or more Sellers. Has full Seller capabilities plus team analytics, coaching actions, and pipeline oversight.

Skills & Objectives — The AI task framework consisting of 6 skill categories (Write, Build, Research, Strategize, Respond, Lead), each containing specific executable objectives.

Smart Nudge — A contextual suggestion that appears in the Live Coaching Sidebar when a critical methodology item hasn't been covered by the halfway point of a call.

Stalled Deal Revival Plan — A 3-step sequential plan automatically generated for deals with no activity for 14+ days. The sequence is: Revival Email, LinkedIn Message, and Call Script.