Reference

    Sales Frameworks & Acronyms

    Plain-English definitions, letter-by-letter breakdowns, real examples, and when each framework actually applies — curated by the LemCoach product team.

    Qualification

    Frameworks for scoring whether a deal is worth pursuing

    MEDDPICC
    Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition
    MEDDIC
    Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion
    MEDDICC
    Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, Competition
    BANT
    Budget, Authority, Need, Timeline
    SPICED
    Situation, Pain, Impact, Critical Event, Decision
    CHAMP
    Challenges, Authority, Money, Prioritisation
    ANUM
    Authority, Need, Urgency, Money
    GPCTBA/C&I
    Goals, Plans, Challenges, Timeline, Budget, Authority, Negative Consequences, Positive Implications
    NEAT Selling
    Need, Economic Impact, Access to Authority, Timeline

    Methodology

    End-to-end sales philosophies and systems

    SPIN Selling
    Situation, Problem, Implication, Need-Payoff
    Challenger Sale
    Teach, Tailor, Take Control
    Sandler Selling System
    Pain, Budget, Decision (the 7 Sandler steps)
    SNAP Selling
    Simple, iNvaluable, Aligned, Priority
    Value Selling
    Selling based on quantified business outcomes
    Solution Selling
    Selling outcomes, not products
    Consultative Selling
    Acting as a trusted advisor rather than a vendor

    Process

    Repeatable steps in the sales cycle

    SQL vs MQL
    Sales Qualified Lead vs Marketing Qualified Lead
    Discovery Call
    The first substantive conversation between an AE and a prospect
    Cold Call
    An unsolicited phone call to a prospect
    Cold Email
    An unsolicited email to a prospect
    Objection Handling
    The discipline of responding to buyer concerns
    QBR
    Quarterly Business Review
    Sales Forecasting
    Predicting future sales results from current pipeline

    Metric

    The numbers sales teams measure

    TAM SAM SOM
    Total Addressable Market, Serviceable Addressable Market, Serviceable Obtainable Market
    ARR
    Annual Recurring Revenue
    MRR
    Monthly Recurring Revenue
    ACV
    Annual Contract Value
    LTV
    Lifetime Value
    CAC
    Customer Acquisition Cost
    NRR
    Net Revenue Retention
    Talk Ratio
    The percentage of a call the rep is talking vs. listening
    Filler Words
    Verbal fillers like 'um,' 'uh,' 'like,' 'you know'
    Pipeline Coverage
    The ratio of open pipeline to the quota gap
    Quota
    A rep's individual revenue target for a defined period
    OTE
    On-Target Earnings
    Sales Commission
    Variable pay tied to sales performance
    Win Rate
    The percentage of qualified opportunities that close-won
    Sales Cycle
    The end-to-end length of a deal from first touch to signature

    Framework

    Models and structures used throughout sales

    FAB
    Features, Advantages, Benefits
    AIDA
    Attention, Interest, Desire, Action
    ICP
    Ideal Customer Profile
    Buyer Persona
    A semi-fictional profile of your target buyer
    Elevator Pitch
    A 30–60 second persuasive summary of what you do and why it matters
    Value Proposition
    The promise of value a product delivers to a customer
    SDR
    Sales Development Representative
    BDR
    Business Development Representative
    AE
    Account Executive
    CSM
    Customer Success Manager
    Champion
    An internal advocate inside the buyer's organisation
    Economic Buyer
    The single person with budget authority to approve the purchase
    Closing Techniques
    Tactics for asking for the order