Plain definitions of the terms that come up in pipeline and prospecting work. Each one says what the term means, where it is useful, and where it misleads.
3 terms
B
Buying signal — A public, dated, verifiable event that suggests an organization has an active need or an open spending window.
D
Decision maker — The person who can approve the spend. Distinct from the champion, the user, and the person who answers first.
P
Pipeline coverage — The ratio of open pipeline value to the target it has to produce. Useful as a sanity check, dangerous as a goal.