URL: /code/in-your-words · Id: `page:/code/in-your-words`

# In your words: the CRM words, and where they live here

> Thirty words a seller types, the word each page uses for it, and the page where it lives.

Thirty words a seller types, beside the word these pages use and where it lives. Each word keeps its meaning on startupbuilder.dev.

## The words
| You say | This site says | Where |
| --- | --- | --- |
| playbook | **Play**: A repeatable way to win or keep Customers. | [Plays](/plays) |
| TAL, segment | **List**: Who it goes to, saved as a search. | [/capabilities/find-customers#lists](/capabilities/find-customers#lists) |
| MQL, SQL | **Leads**: People who showed interest, not buying yet. | [Replies and routing](/revenue/replies-and-routing) |
| outbound, prospecting | **Outreach**: Writing first to people who don’t know you. | [Hands-on](/strategy/hands-on) |
| cadence, drip | **Sequence**: Timed follow-ups that stop when they reply. | [Sequences](/revenue/sequences) |
| trigger | **When it starts**: The Event that kicks off a Play. | [When to reach out](/revenue/when-to-reach-out) |
| opp, pipeline, stage | **Deal · Deal status**: One sale in progress, from Open to Won. | [Open Deals](/revenue/deals) |
| demo, discovery call | **Meeting**: A booked call with someone you’re selling to. | [Meetings](/revenue/meetings) |
| positive reply, hot lead | **Interested reply**: A reply that says yes, or asks when. | [Replies and routing](/revenue/replies-and-routing) |
| deal desk | **Discount approval**: Your OK on a price below the floor. | [Quotes and discount approval](/revenue/quotes) |
| forecast, weighted pipeline | **Expected from open Deals**: What open Deals should bring, weighted by odds. | [Open Deals](/revenue/deals) |
| churn risk, red account | **At risk**: A Customer whose health says they may cancel. | [Who might cancel](/revenue/health) |
| reps, headcount | **Your team**: Roles filled by a person or an agent. | [How your agents act](/capabilities/how-your-agents-act) |
| rep, BDR, AM | **SDR · AE · CSM**: Job title; its Role name stays in code. | [/capabilities/how-your-agents-act#sdr](/capabilities/how-your-agents-act#sdr) |
| review queue | **Approve**: You OK each send before it goes. | [/capabilities/how-your-agents-act#autonomy](/capabilities/how-your-agents-act#autonomy) |
| quota, target | **Your number**: Your target for the quarter, with a deadline. | [/capabilities/how-your-agents-act#ae](/capabilities/how-your-agents-act#ae) |
| run rate | **ARR**: Your last four weeks of revenue, times 13. | [ARR](/revenue/arr) |
| guardrail, kill switch | **Check · Stop**: Check: refuses one send. Stop: pauses the Play. | [Refusals](/code/refusals) |
| lift, significance | **Result · Confidence**: What it added, and how sure we are. | [Credit](/revenue/credit) |
| unattributed | **Not yet traced**: Won revenue no Play has claimed yet. | [Credit](/revenue/credit) |
| test mode, sandbox | **Dry run**: See everything it would do; nothing sends. | [Docs for your agent](/code/docs-for-agents) |
| asset, collateral | **Content · piece**: One thing you publish: post, issue, clip, page. | [Strategy](/strategy) |
| socials, handles | **Your accounts**: Your profiles where posts go out. | [/capabilities/reach-out#linkedin](/capabilities/reach-out#linkedin) |
| webinar | **Webinars and events**: Live sessions people sign up to join. | [Events and webinars](/plays/events-and-webinars) |
| AEO, GEO | **Show up in AI answers**: Get named when someone asks an AI. | [Check AI answers](/capabilities/check-ai-answers) |
| attribution, touchpoint | **Credit**: Which piece or Play started each Deal. | [Credit](/revenue/credit) |
| testimonials | **Reviews**: What Customers say, shown with their OK. | [Reviews, references and referrals](/revenue/reviews-references-referrals) |
| benchmarks | **Other Startups’ results**: The same Play, as other Startups ran it. | [Plays](/plays) |
| cross-sell | **Your other Startups · sister product**: Startups you also run, and what they send. | [Sent by your other Startups](/revenue/sibling-sourced-share) |
| external customer | **Outside**: A Customer that isn’t one of your Startups. | [New Customers](/revenue/new-arr) |