Library · Glossary
Glossary.
Every capitalized term in the manifesto, defined. What each is — and, where it matters, what each isn't. Read this before you argue with the vocabulary.
- Closer
The practitioner who carries deals across the line. In the manifesto, a proper noun — a discipline, not a job title. Closers are accountable for written state on every deal they own, not for the volume of conversations they hold.
Not rep, salesperson, account executive
See also: Pipeline Owner · Sales Master · Mission Control
- Closer Manifesto
A practice spec for sales floors run with the rigor software gave itself. Twelve principles, named roles, written deals, and rituals that replace meetings. Published in public; signed by practitioners, dated.
Not sales methodology, playbook deck, training program
See also: Mission Control · Sales Master · Pipeline Owner
- Daily Huddle
A 15-minute morning ritual the Pipeline Owner runs at the board. State is read aloud deal-by-deal; exceptions get owners; the floor breaks. Cadence beats convenience — same time, every day, no exceptions.
Not standup, status meeting, forecast call
See also: Pipeline Owner · Board Walk · Stalled Deal
- Deal Velocity
The rate at which deals move through stages of the pipeline, measured per stage rather than as a single end-to-end average. Stage-level velocity is what surfaces Stalled Deals; aggregate velocity is what surfaces a broken stage.
Not sales cycle, time-to-close, win rate
See also: Stalled Deal · Pipeline Burndown · Daily Huddle
- Mission Control
The operating model the manifesto describes — a sales floor run with the rigor software gave itself. Roles are explicit, deals exist in writing, rituals replace meetings, the board is the source of truth.
Not rep-as-island, CRM hygiene, sales enablement
See also: Sales Master · Pipeline Owner · Daily Huddle
- Pipeline Owner
The operations role accountable for the state of the pipeline as written. Runs the Daily Huddle, walks the board, names Stalled Deals. Salary-only — never on a quota — so the role can call exceptions without conflict.
Not sales ops analyst, project manager, second-in-command
See also: Sales Master · Daily Huddle · Stalled Deal
- Sales Master
The senior practitioner accountable for the whole sales floor — strategy, comp, hiring, the number. The Sales Master sets the doctrine and protects the rituals; they do not run the board day-to-day. That is the Pipeline Owner.
Not sales manager, VP of Sales, head of revenue
See also: Pipeline Owner · Closer · Mission Control
- Stalled Deal
A deal whose state on the board has not changed in a defined window — typically twice the median stage duration for that stage. Stalled Deals are surfaced by name in the Daily Huddle and either moved that day or written off by end of week.
Not cold lead, lost deal, sandbagged deal
See also: Daily Huddle · Pipeline Burndown · Loss Review