Glossary

Lead Scoring is the process of assigning a relative value to each lead based on different criteria, with the aim of ranking leads in terms of engagement priority.

Lifetime Value (LTV) is the total value of a customer from a business perspective or in terms of revenue before they churn. 

LinkedIn is a social network for the business community.

Loss Aversion is a psychological effect whereby people feel more strongly about losing a sum of money than they do.

Platform as a Service refers to selling either a lightweight product with tons of integrations/apps or just the marketplace.

Plays is an engagement strategy, set of actions, series of tactical steps, or an agreed upon selling approach developed to be repeatable and customized to deliver the highest likelihood of closing a deal with a specific group of prospective customers during a set period.

Point of Contact is the person or unit representing an entity, typically tasked to facilitate decision-making and coordinate the flow of information to and from the entity.