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.
- Board Walk
A one-on-one coaching ritual the Sales Master runs with each Closer at the board, one sentence per deal. Coaching, not auditing. The Board Walk is where coaching meets the visible deal, never the rep in the manager’s head.
Not 1:1 status meeting, pipeline review by spreadsheet, forecast call
See also: Daily Huddle · Sales Master · Loss Review
- 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. Eight 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
- Honest Forecast
The forecast is the deals you would put your own money on, not the deals that make the roll-up look right. Padded pipelines and sandbagged numbers are different lies told to the same room. The room has to be safe enough to say the number is short, and the manager has to be willing to hear it.
Not padded pipeline, sandbagged number, commit number that protects the rep
See also: Pipeline Burndown · Deal Velocity · Stalled Deal
- Ice Box
A holding queue for cold deals: prospects that have not advanced in two weeks but are not yet dead. The Ice Box keeps them out of the active pipeline (so they do not pretend to be warm) while keeping them on a review cadence so they can revive when their timing changes.
Not trash, sandbagged deal, nurture list
See also: Stalled Deal · Deal Velocity · Pipeline Burndown
- Loss Review
A blameless monthly retro on closed-lost deals. Reasons are coded, grouped, and read for pattern, not for fault. The aggregate is the lesson; the individual deal is the data. The reps defend themselves only when the pattern is told as a story about a person.
Not post-mortem witch hunt, sales review by yelling, fault-finding meeting
See also: Daily Huddle · Board Walk · Deal Velocity
- 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