Sales & AI Practice Glossary
Definitions for the concepts that come up when teams evaluate AI sales practice, written to be useful rather than circular. Each entry gives the term's meaning, why it matters in practice, and where it sits relative to the neighbouring concepts it is most often confused with.
AI sales practice terminology covers three overlapping groups: the practice concepts themselves (AI sales practice, AI buyer personas, sales readiness), the sales motions being practised (cold calling, discovery, objection handling, negotiation, closing), and the measurement layer (conversation intelligence, sales coaching, sales enablement).
- Definition
AI Sales Practice
AI sales practice means rehearsing realistic sales conversations with an AI buyer before speaking to real prospects. How it works and what it is not.
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Sales Readiness
Sales readiness is a measurable indication that a rep is prepared for live customer conversations, and it is not the same as training completion.
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AI Buyer Persona
An AI buyer persona is a configurable AI prospect with a set industry, personality, authority level and objection style. What makes one realistic.
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Conversation Intelligence
Conversation intelligence is the analysis of sales conversations to identify strengths, weaknesses and coaching opportunities. Definition, metrics and limits.
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Cold Calling
Cold calling is initiating conversations with prospects who have had no prior engagement. Why it still works, and the mistakes that lose most calls.
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Sales Discovery
Sales discovery is understanding a prospect's goals, challenges and decision process. The SPIN, MEDDICC and BANT frameworks, and what good looks like.
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Objection Handling
Objection handling is responding to a prospect's concerns without becoming defensive. The acknowledge-reframe-redirect framework, and what dominates.
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Sales Negotiation
Sales negotiation is reaching a mutually beneficial commercial agreement. The skills it needs, and why it is the least practised stage of a deal.
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Sales Closing
Closing is guiding a qualified prospect toward a commitment. The common closing mistakes, and why most lost deals were never actually asked for.
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Sales Confidence
Sales confidence is the ability to communicate naturally under pressure. Why it is a skill rather than a trait, and how repetition builds it.
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Sales Enablement
Sales enablement is the function that equips a sales team with content, tools, training and process, and how it relates to sales readiness.
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Sales Onboarding
Sales onboarding is the programme that takes a new rep to productivity. What it covers, why ramp stalls, and how practice changes the arithmetic.
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