Sales glossary
The methodologies, persuasion principles and category terms that come up in B2B sales, each defined plainly, and each with a note on how it shows up in a live call.
The short answer
Plain definitions of the sales terms that come up in live calls: qualification frameworks like MEDDIC and BANT, the persuasion patterns behind a good rebuttal, and the category language around conversation intelligence. Each entry says what the term means and how it shows up inside Axelize.
Methodologies
Persuasion
- Sales objection
What they say, versus what is actually stopping them.
- Foot-in-the-door
Small yes first, because the second yes gets easier.
- Reciprocity
Give first, and the ask changes shape.
Technology
- Conversation intelligence
The category Gong created, and its blind spot.
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Why a sales tool keeps a glossary
Axelize applies these patterns rather than describing them. When it suggests holding a stalled deal with a small next commitment, that is commitment and consistency; when it suggests a qualification question, it is usually filling a gap in MEDDIC. The entries exist so the behaviour is legible rather than magic.
Frequently asked questions
- Does Axelize follow a specific sales methodology?
- It is not locked to one. Suggestions apply whichever qualification or persuasion pattern fits the moment, and a manager shapes that by what they put in the product and objection library.