Ambassador – a client, prospect or acquaintance that understands, and buys in to the value of what you and/or your business does. This person is highly likely to spread the word, and generate quality referrals for you.
Apples – Revenue for the team!!! (yes, it is also a fruit)
Behaviors – Actions that are indicative of an organization’s unique values and are expected to be carried out by each team member when conducting business, as well as throughout his or her personal life. These should be congruent with a person’s beliefs
CC – a popular abbreviation on an EQ Outlook calendar meaning “conference call”
Closing – making an individual transaction (focusing on solving the client’s present problem). Having a “closing” mentality is typically not conducive to a long term, reciprocal relationship
CW – a popular abbreviation on an EQ Outlook calendar meaning “call with”
Define and Design – a solution program made up of two stages: Define where EQ and the client make decisions on the structure moving forward and Design where EQ and the client create the systems and procedures needed to support that structure
Dolphin – a person who is motivated by fun, entertainment, play, and enjoying the ride.
Enrollment – moving a prospect to a long-term action (focusing on the client’s missions and goals). This process is typically reciprocal in nature.
Environment: Culture, mission, and values of the organization as a whole
Goal and Action Planning (GAP) – the delta between a budgeted and actual amount, along with the plan of action to either close the negative delta, or increase a positive delta.
Grape – A client who has not verbally given a decision. This person typically gets “de-graped”, or removed from focus by a salesperson, so that salesperson can proactively move on to engage interested prospects.
IW – a popular abbreviation on an EQ Outlook calendar meaning “interview with”
Key Work Objective – a general category that an individual or group targets for focus, growth or improvement
LW – a popular abbreviation on an EQ Outlook calendar meaning “lunch with”
MBO (Management by Objectives) – a system of creating and attaining goals completely owned by the individual and approved by his or her supervisor for the purpose of aligning all parties’ goals
MW – a popular abbreviation on an EQ Outlook calendar meaning “meeting with”
Octopus – a person who is motivated by concrete data usually in the form of qualitative or quantitative facts, figures, charts, lists, etc.
One-off – a side conversation
Peter Drucker - the 20th Century sage of leadership
Prospect – a suspect who may have a need for what a salesperson is selling
Quest for Hire (QFH) – the hiring branch of EQ
Quest for Yes (QFY) – the unique training programs executed by EQ including Quest for Yes: I – Breakthrough Thinking, Quest for Yes: II – Breakthrough Selling, Quest for Yes: III – Beyond Yes, and Quest for Yes: IV – Breakthrough Leadership
Raw Prospect – a decision maker within a group or organization who has expressed interest in doing business with a salesperson
Sales Blitz – a scheduled period of time designated solely for prospecting and usually executed against set goals, conducted by phone, supported by cowbell and concluded with food (I LOVE this one!!!)
Sales Platform Assessment – an assessment of the talent, structure and environment of an organization that has an existing sales force consisting of three or more salespeople
Sales Strategy Assessment – an assessment of the talent, structure and environment of an organization that has two or less salespeople and will need support in building its sales function
Shark – a person who is motivated by the win, the kill, the recognition, the reward, the money, etc.
SMART Goal / Outcome - a Specific, Measurable, Attainable, Recorded and within a Time frame goal used to measure a team member’s progress and success
Suspect – any breathing human or organization currently in operation
Talent – salespeople, the leadership/management, and the company’s executives
Training and Consulting (T&C) – the supplementary functions of Quest for Yes and the Sales Orchard
Training Objectives – a general category that targets an individual’s or group’s ability to better execute responsibilities
The Book – the deliverable to a client that summarizes the work EQ has done for them and usually contains specific plans, timelines, spreadsheets, etc.
Truby – a young, fresh candidate without experience but with energy, enthusiasm and willingness to learn, and become a sales professional
Values – principles that a business chooses to adhere to in every action that it carries out and every material that it produces in its everyday practice
Virtual Sales Leadership (VSL) – a consulting program designed to coach and support a client’s leaders ensuring that the structure is created and implemented for the existing employees in order to increase productivity and efficiency
Virtual Sales Management (VSM) – a consulting program designed to coach and support the Client’s sales team ensuring that the structure is created and implemented for the existing employees in order to increase productivity and efficiency
Whale – a person who is motivated by helping others, furthering the well-being of their neighbors, improving society, etc.
Workstream – one or more areas of focus within an engagement, all of which should be connected to the client’s most important business outcomes. These are divided amongst EntreQuest team members who are in the best situation (skill, geography, capacity, or a blend of all) to deliver the needed value
