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Glossary

Definitions for 400+ sales enablement, L&D, AI roleplay and communication terms.

Showing all 405 terms

0-9

70-20-10 model

A learning guideline suggesting roughly 70% of development comes from on-the-job experience, 20% from others through coaching and feedback, and 10% from formal training.

L&D

A

Adaptive learning

Learning experiences that adjust content, difficulty or pacing to each learner based on their performance.

L&D

ADDIE model

A five-phase instructional design process: Analysis, Design, Development, Implementation and Evaluation.

L&D

Adoption

How widely and deeply customers actually use a product after purchase. It is a leading indicator of renewal.

FDE & post-sale

Affect vs. Effect

Affect is usually a verb that means to influence or produce a change. Effect is usually a noun that means the result of something.

Word usage

AI agent

An AI system that can plan and take actions toward a goal, such as looking up data or completing tasks, instead of only answering questions.

AI roleplay & coaching

AI analytics

Using artificial intelligence and machine learning to analyze data, find patterns and make predictions or recommendations. It relies on algorithms and statistical models to surface insights that would be difficult or impossible for people to detect by hand, with the goal of improving business outcomes and informing strategic decisions.

AI roleplay & coaching

AI persona

A simulated conversation partner, such as a skeptical CFO, a busy IT director or a frustrated customer, with its own role, goals, objections and personality, used for realistic practice.

AI roleplay & coaching

AI roleplay

Practicing a real-world conversation, such as a discovery call, a negotiation or a tough feedback talk, with an AI persona that responds dynamically, followed by feedback.

AI roleplay & coaching

AI sales roleplay

Sales roleplay where an AI persona plays the buyer, responds in real time and scores the rep against a rubric. Reps can practice on demand, as often as they need, without waiting for a manager or peer to play the other side.

AI roleplay & coaching

Altar vs. Alter

Altar is a noun that means a raised platform used for religious ceremonies. Alter is a verb that means to change or modify.

Word usage

Andragogy

The theory of how adults learn: they're self-directed, draw on experience and want learning that's immediately relevant to their work.

L&D

Anecdote

A brief account of an interesting or humorous event. Anecdotes make a speech more memorable and relatable.

Public speaking

API

Application programming interface. A defined way for software systems to exchange data and trigger actions in each other.

HR tech, IT & security

Attention getter

A statement or question at the very beginning of a speech that earns the audience's interest. Common attention getters are anecdotes, surprising facts and thought-provoking questions.

Public speaking

B

BANT

A qualification framework (Budget, Authority, Need, Timeline) used to decide whether an opportunity is worth pursuing.

Sales enablement

Battlecard

A one-page reference that arms reps to position against a specific competitor: where you win, where you lose, landmines to set and how to answer the competitor's claims.

Sales enablement

Behavior change

The goal of most corporate training: people doing things differently on the job after the program ends.

L&D

Blended learning

A program that mixes formats (live sessions, self-paced modules, practice and coaching) to reinforce the same skill.

L&D

Bloom's taxonomy

A hierarchy of learning objectives that runs from remembering and understanding up to applying, analyzing, evaluating and creating.

L&D

Body language

Nonverbal cues such as facial expressions, gestures, posture, eye contact and tone of voice that convey meaning and emotion. Body language can reveal a person's thoughts and feelings without a word being said, which is why reading it and controlling your own is part of every high-stakes conversation.

Communication skills

Build vs. buy

The decision between building a capability in-house, for example an AI roleplay tool on top of an LLM, and buying a purpose-built product from a vendor.

AI roleplay & coaching

Business case

A document or presentation that justifies a purchase in financial and strategic terms, usually built with a champion for the economic buyer.

Sales enablement

Buyer persona

A research-based profile of a target buyer's role, goals, pains and objections. Not to be confused with an AI persona, which simulates that buyer for practice.

Sales enablement

Buying committee

The group of stakeholders who influence or approve a B2B purchase, often including the economic buyer, end users, IT, security, procurement and legal.

Sales enablement

C

Call review

A manager or peer reviewing a recorded call with a rep to identify what worked, what didn't and what to practice next.

Sales enablement

Call scoring

Grading a sales call against defined criteria, such as discovery depth, next steps secured or talk-to-listen ratio, to measure quality consistently across reps.

Sales enablement

Call script

A written guide for what an agent or rep says during a call. Modern scripts are flexible talk tracks more than word-for-word text.

Customer support & CX

Call to action

The specific next step you want your audience to take: book the meeting, approve the pilot, sign up for a program or make a purchase. Strong presentations end with one clear call to action.

Communication skills

Challenger Sale

A methodology in which reps teach buyers something new about their business, tailor the message to each stakeholder and take control of the conversation.

Sales enablement

Champion

An influential person inside the buying organization who wants you to win and actively sells on your behalf when you're not in the room.

Sales enablement

Change management

The people side of a rollout: communication, training and leadership support that help an organization adopt a new way of working.

FDE & post-sale

Cite vs. Site vs. Sight

Cite means to quote or reference something. Site means a location or place. Sight means the ability to see or something that is seen.

Word usage

Cliche

Predictable and generally overused expressions; these usually represent a lack of originality. For example “What goes around comes around.”.

Public speaking

Clicker

A device that allows you to change slides from anywhere in the room. By not using a cable mouse you open the whole space to be used for your talk and you don’t have to keep finding the cursor. A decent clicker has a good wireless range and allows you to send a signal from any angle and distance within the room.

Public speaking

Closing

The final stage of a deal where the buyer commits, terms are agreed and the contract is signed.

Sales enablement

Coaching culture

An organization where giving and receiving feedback is a regular, expected part of work at every level.

L&D

Cohort-based learning

Training delivered to a group that moves through a program together on a shared schedule, adding peer accountability.

L&D

Cold call

An unsolicited outbound call to a prospect with no prior relationship. Success hinges on a sharp opener, a relevant reason for calling and handling the first brush-off.

Sales enablement

Command of the Message

A value-based messaging framework that trains reps to articulate the customer's required capabilities, positive business outcomes and your differentiators consistently.

Sales enablement

Competency framework

A defined set of skills and behaviors required for a role, often with proficiency levels, used to guide hiring, training and assessment.

L&D

Completion rate

The percentage of assigned learners who finish a course or program. It shows participation; skill needs its own measure.

L&D

Confirmation bias

The tendency to interpret information in a way that confirms what you already believe. Part of a persuasive speaker's job is to get audiences to question that thinking.

Public speaking

Continuous learning

An ongoing habit of skill-building embedded in the flow of work rather than one-time training events.

L&D

CRM

Customer relationship management software that tracks accounts, contacts, opportunities and activity.

HR tech, IT & security

Cue card

A small card or piece of paper used as a prompt or reminder during a performance, speech, or presentation. It typically contains key phrases, points or notes for the person to remember. The cards can be held in hand or placed on a stand or table in front of the speaker. They are commonly used in television, film, and theater production as well as public speaking engagements.

Public speaking

D

De-escalation

Techniques for calming an upset customer, such as acknowledging emotion, lowering the temperature of the conversation and moving toward a resolution.

Customer support & CX

Deal review

A structured inspection of an opportunity by a rep and manager to test qualification, identify risk and agree on the next best action.

Sales enablement

Death by PowerPoint

Phrase used to describe a presentation that is overly long, overly complex, or overly reliant on slides, resulting in the audience being bored or disengaged. It's often used to describe presentations where the speaker reads the text on the slides word-for-word, using too much text, bullet points, and charts, and not enough visuals or engaging content. It is also used to describe presentations where the speaker is not engaging enough and not able to hold the attention of the audience.

Public speaking

Deliberate practice

Focused, repeated practice on a specific skill just beyond your current ability, with immediate feedback. It is the method behind expert performance in most fields.

L&D

Demo

A tailored product walkthrough that connects features to the buyer's stated pains. Strong demos follow a story built around those pains.

Sales enablement

Deployment

Rolling a product out into a customer's environment by configuring integrations, users and workflows for production use.

FDE & post-sale

Discovery call

An early conversation designed to uncover a prospect's pains, priorities, buying process and stakeholders before proposing a solution.

Sales enablement

Disfluency

Any interruption in the flow of speech, including filler words like "um," "ah" and "like," repeated words and restarts. Disfluencies are common in spontaneous speech and often signal hesitation, uncertainty or the speaker thinking in real time.

Communication skills

E

eLearning

Training delivered digitally, usually self-paced, through an LMS or learning platform.

L&D

Elevator pitch

A 30- to 60-second explanation of what you do, who it's for and why it matters, delivered clearly enough to earn a follow-up conversation.

Sales enablement

Eloquent

Refers to the ability to speak or write well and persuasively, using language in an effective and powerful way. It can also refer to someone who speaks or writes in a fluent, clear, and effective manner.

Public speaking

Empathy

Understanding and acknowledging another person's feelings and perspective, which is central to sales, support and leadership conversations.

Communication skills

Enablement metrics

The measures enablement teams use to prove impact, such as ramp time, win rate, quota attainment, certification pass rates and practice activity.

Sales enablement

Ethos

Persuading a listener using credibility and ethics. One of Aristotle's three modes of persuasion, alongside pathos and logos.

Public speaking

Euphemisms

These are phrases often substituted for ones considered to be too harsh or blunt when referring to something unpleasant or embarrassing. For example, saying "passed away" instead of "dead" or "let go" instead of "fired"

Public speaking

Experiential learning

Learning by doing: practicing, reflecting and trying again instead of passively consuming content.

L&D

F

FDE enablement

Preparing forward deployed engineers with product depth, deployment playbooks and customer-facing communication skills, from running technical discovery to presenting to executives.

FDE & post-sale

Figurative language

Language that uses metaphors and similes to compare things that may not be literally alike. For example, saying "I'm drowning in a sea of grief" instead of saying "I'm upset"

Public speaking

Forgetting curve

Hermann Ebbinghaus's finding that people forget much of what they learn within days unless it's reinforced. It is the main argument for spaced practice.

L&D

Framing

Presenting information in a way that shapes how the audience interprets it, such as describing a price as a cost per rep per month.

Communication skills

G

Gamification

Using game elements such as points, leaderboards and badges to increase engagement with training.

L&D

Gap Selling

A methodology that centers the conversation on the gap between the buyer's current state and their desired future state, and the cost of leaving that gap open.

Sales enablement

Gatekeeper

A person who controls access to a decision maker, such as an executive assistant or front-desk contact. Handling gatekeepers is a core cold-calling skill.

Sales enablement

Gavel

A small mallet traditionally used by a judge, auctioneer, or Toastmaster to call for attention, signal a decision, or mark the end of a session. It is also commonly used in legislative bodies and organizations to indicate a decision has been made or to call for order.

Public speaking

GDPR

The EU's General Data Protection Regulation, which governs how the personal data of people in the EU is collected, used and protected.

HR tech, IT & security

Gesticulation

The technical term for making gestures with your arms, hands and body to express an idea. Most people naturally speak with their hands, but over-gesturing can distract an audience.

Public speaking

Gesture

A nonverbal movement or action made with the body, such as a wave, a nod, or a point, to communicate an idea or emotion. It can also be a symbolic or ritualistic movement, such as a salute or a bow, used to convey respect or deference.

Public speaking

Glossophobia

The fear of public speaking, and one of the most common social fears. It can be reduced with preparation and repeated practice in low-stakes settings.

Communication skills

Go-to-market (GTM)

The strategy and teams (sales, marketing, customer success and partners) responsible for bringing a product to customers and growing revenue.

Sales enablement

GROW coaching model

A coaching framework that moves through Goal, Reality, Options and Will (or Way forward) to help someone solve their own problem.

L&D

GTM enablement

Enablement that spans every customer-facing function, not just sales, so AEs, SEs, CSMs and partners tell one consistent story.

Sales enablement

H

Handoff

The transfer of an account from one team to another, typically AE to CSM or implementation, with context on goals, stakeholders and commitments.

FDE & post-sale

HIPAA

The Health Insurance Portability and Accountability Act, a US law that sets standards for protecting health information.

HR tech, IT & security

HRIS

Human resources information system. The system of record for employee data such as role, department, manager and start date. Syncing it keeps training assignments and groups current automatically.

HR tech, IT & security

Human skills

Another name for soft skills: the communication, collaboration and judgment skills that are hardest to automate and most valuable in customer-facing roles.

L&D

Humour

The quality of being amusing or comical, it can be found in various forms of expression such as jokes, satire, irony, and wordplay. It can provoke laughter or amusement in your audience.

Public speaking

I

Implementation

The project of setting up a product for a customer, including configuration, integrations, data migration and training.

FDE & post-sale

In conclusion

A phrase used to signal the end of a speech, presentation or an argument and to summarize the main points. It is used as a transitional phrase to help the audience understand that the speaker is winding up the discussion and is preparing to end it.

Public speaking

Inbound sales

Sales motions that respond to prospects who have already shown interest, such as demo requests, content downloads or free trial signups.

Sales enablement

Instructional design

The practice of designing learning experiences (objectives, content, activities and assessments) that reliably build a target skill.

L&D

Irony

Saying that departs from what the audience expects you to say or do. For example, if it were a cold, rainy gray day, you might say, “What a beautiful day!”.

Public speaking

J

Just-in-time learning

Short, targeted learning delivered right when someone needs it, such as rehearsing a pitch minutes before a call.

L&D

K

Keynote presentation

Technically, a keynote address is “a policy, speech, or idea is the main theme of it or the part of it that is emphasized the most.” However, most people consider a keynote the main presentation to the entire conference (opposed to smaller breakout sessions). A keynote presentation is generally on a podium or stage with screens flanking it and it is given to large audiences. Keynote speakers are held in high regard because they usually present often as a highly regarded person and many keynote speakers are professional speakers that do 100-250 paid presentations a year around a central theme (usually related to their book).

Public speaking

Kirkpatrick model

A four-level framework for evaluating training: Reaction (did learners value it), Learning (did they gain knowledge or skill), Behavior (do they apply it on the job) and Results (did it move business outcomes).

L&D

Knowledge check

A quick quiz or question embedded in training to confirm a learner understood a key concept.

L&D

L

Lead qualification

Deciding whether a lead fits your ideal customer profile and has a real need, so reps spend time on the opportunities most likely to close.

Sales enablement

Leadership development

Programs that build the skills managers and executives need, including coaching, giving feedback, decision-making and communicating with influence.

L&D

Learner engagement

How actively people participate in learning, measured by logins, time spent, practice attempts and completions.

L&D

Learning in the flow of work

Delivering learning inside the tools and moments where people already work, so they can learn and apply a skill without leaving their job.

L&D

Learning objectives

Specific, measurable statements of what a learner should be able to do after a program, such as "Handle the top five pricing objections."

L&D

Learning path

A sequenced series of courses, practice activities and assessments that takes a learner from beginner to proficient in a role or skill.

L&D

Learning transfer

The degree to which what's learned in training is actually applied on the job. Kirkpatrick Level 3 measures this.

L&D

Logos

Appealing to the audience's logic. The speaker makes clear, logical connections between ideas and supports them with facts and statistics.

Public speaking

LTI

Learning Tools Interoperability. A standard that lets external learning tools launch securely inside an LMS without a separate login.

HR tech, IT & security

M

Manager coaching

Coaching delivered by a front-line manager to their direct reports. It is one of the strongest levers for rep performance and one of the hardest to scale.

L&D

MEDDICC

A qualification framework: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion and Competition. MEDDPICC adds Paper process.

Sales enablement

MEDDPICC

An extension of MEDDICC that adds Paper process: Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion and Competition.

Sales enablement

Memorise

Word used in British English. It means to commit something to memory by repetition or practice, so that it can be recalled later. It's the process of committing something to long-term memory through repetition and rehearsal.

Public speaking

Memorize

Word used in American English. It means to commit something to memory by repetition or practice, so that it can be recalled later. It's the process of committing something to long-term memory through repetition and rehearsal.

Public speaking

Mentoring

A longer-term development relationship where a more experienced person guides someone's growth and career.

L&D

Microlearning

Short, focused learning units, often under ten minutes, built around a single objective.

L&D

Mock call

A simulated sales or customer call used for practice or evaluation. Mock calls are common in onboarding, certification and deal preparation.

Sales enablement

Monotone

Speaking with little variation in pitch, pace or volume, which makes it harder for listeners to stay engaged. Monotone delivery is usually perceived as boring even when the content is strong.

Communication skills

N

Negotiation

The give-and-get conversation that settles price, terms and scope. Rehearsing concessions in advance keeps reps from discounting under pressure.

Sales enablement

Next steps

The specific, dated action both buyer and seller agree to at the end of a meeting. Calls that end without clear next steps tend to stall.

Sales enablement

O

OAuth

An open standard that lets one app access another app's data on a user's behalf without sharing the user's password.

HR tech, IT & security

Onboarding

The structured process of getting a new hire productive, from product and process training to their first customer conversations.

L&D

Onboarding certification

A certification new hires must pass, often a recorded pitch or roleplay, to prove they're ready for customer conversations.

L&D

Outbound sales

Sales motions where the seller initiates contact with prospects who haven't raised their hand, including cold calls, cold email and social outreach.

Sales enablement

P

Pacing

How fast you speak, often measured in words per minute. Too fast loses listeners; too slow loses energy.

Communication skills

Pain point

A specific problem a buyer is experiencing that your product can solve. Good discovery quantifies the pain in time, money or risk.

Sales enablement

Pathos

Persuading an audience by deliberately evoking emotions so they feel the way the speaker wants them to feel. One of Aristotle's three modes of persuasion.

Public speaking

Pause

A deliberate moment of silence used to emphasize a point, let an idea land or replace a filler word. More broadly, a pause is any temporary stop or break in speech or activity.

Communication skills

Peer coaching

Colleagues at a similar level coaching each other, often by reviewing recordings or roleplaying together.

L&D

Performance support

Resources available in the moment of need, such as checklists, job aids and quick practice, that help people perform without leaving their work.

L&D

Phillips ROI model

An extension of the Kirkpatrick model that adds a fifth level, return on investment, by comparing a program's monetary benefits with its costs.

L&D

Pilot

A limited, time-boxed rollout to a subset of users to prove value before a broader purchase or deployment.

FDE & post-sale

Pipeline

The set of open opportunities at each stage of the sales process, used to forecast revenue and spot coverage gaps.

Sales enablement

Pitch (voice)

How high or low your voice sounds. Varying pitch adds emphasis; ending statements on a rising pitch can make them sound like questions.

Communication skills

Pitch practice

Rehearsing a sales pitch or product narrative out loud until the message, structure and delivery hold up under questions.

Sales enablement

Power skills

A newer name for soft skills such as communication, collaboration and adaptability, reflecting how much they drive performance.

L&D

Pricing objection

A buyer's pushback on cost, such as "It's too expensive" or "We don't have budget." Handling it well usually means reconnecting price to the value and pain uncovered in discovery.

Sales enablement

Proficiency

The level at which someone can perform a skill to the required standard without help.

L&D

Prospecting

The work of identifying and reaching out to potential customers to create new pipeline, through calls, email, social and events.

Sales enablement

Psychological safety

A shared belief that it's safe to take interpersonal risks, such as asking questions or making mistakes, without being punished or embarrassed. Private practice with AI supports it.

L&D

Q

Q&A session

The portion of a presentation where the audience asks questions. Preparing likely questions in advance is part of presentation prep.

Public speaking

Quota attainment

The percentage of a sales target a rep or team actually closes in a period. It is a common north-star metric for enablement programs.

Sales enablement

R

Ramp time

How long it takes a new rep to reach full productivity, often measured as time to first deal or time to full quota.

Sales enablement

Rapport

A sense of connection and trust between people in a conversation, built through listening, empathy and shared understanding.

Communication skills

Rate of speech

Rate of speech or pacing is a measure of how fast a person talks. It is calculated by counting the number of words spoken per minute (WPM). 140 - 170 WPM is considered conversational pace. More important than average pace is how you vary your pace over the course of your speech. Experts suggest having a sinusoidal graph (ie. sections in which you speak fast and others where you speak slowly).

Public speaking

Renewal

The point where a customer decides whether to continue a subscription. Strong adoption and proven value drive renewals.

FDE & post-sale

Reskilling

Training employees in new skills so they can move into a different role.

L&D

Retrieval practice

Recalling information from memory instead of rereading it, which strengthens long-term retention. Quizzes and roleplays are both forms of retrieval practice.

L&D

Revenue enablement

An evolution of sales enablement that equips every revenue-generating role with the content, training and coaching they need to perform.

Sales enablement

Rhetorical question

A question asked for effect instead of to get an answer. Speakers use rhetorical questions to make the audience think, emphasize a point or lead into what comes next.

Public speaking

Roleplay training

A training method where learners act out realistic conversations to build a skill through practice. It is used for sales, customer support, management and any role where the conversation itself is the job.

L&D

Rooting down

To stand upright with your weight evenly distributed over both of your hips. Throwing your weight either side of the body will quickly tell your audience you’re nervous and not comfortable with speaking before an audience. When you’re worried or scared your body language drops and when confident you’ll be well rooted.

Public speaking

Rule of three

The principle that ideas grouped in threes are more memorable and persuasive. Information presented in a group of three is more interesting and easier for audiences to recall than other groupings.

Communication skills

S

Sales coaching

Ongoing, individualized feedback from a manager or coach aimed at improving a rep's specific behaviors on real or practice calls.

Sales enablement

Sales cycle

The stages and time it takes to move a deal from first contact to signed contract. Enterprise sales cycles often run many months.

Sales enablement

Sales enablement

The function that gives sellers the training, content, tools and coaching they need to have better buyer conversations and close more revenue.

Sales enablement

Sales methodology

A repeatable approach to how reps sell, such as MEDDICC, Challenger or SPIN, that defines the questions they ask and the steps they take.

Sales enablement

Sales onboarding

The program that takes a new rep from day one to fully productive, covering product, process, methodology, tools and certification.

Sales enablement

Sales playbook

A documented guide to how your team sells: target personas, stages, talk tracks, discovery questions, objection responses and plays by scenario.

Sales enablement

Sales readiness

A measure of whether reps can execute the pitch, demo and objection handling on a live call. Training completion alone does not show readiness.

Sales enablement

Sales roleplay

A practice exercise where a rep rehearses a sales conversation against someone playing the buyer. Roleplay lets reps test a pitch, discovery questions or objection handling before a live deal is on the line.

Sales enablement

Sales training

Structured programs that teach sellers product knowledge, methodology and selling skills. The most effective programs pair instruction with practice and coaching.

Sales enablement

SAML

Security Assertion Markup Language. An open standard that passes authentication from an identity provider to an app to enable single sign-on.

HR tech, IT & security

Sandler Selling System

A sales methodology built on mutual qualification, where the seller and buyer agree up front on what happens next and the seller avoids chasing unqualified deals.

Sales enablement

SBI feedback model

A feedback framework: describe the Situation, the specific Behavior you observed and its Impact. It keeps feedback concrete and non-judgmental.

L&D

Scenario-based learning

Instruction built around realistic situations learners must work through, so they apply knowledge in context instead of memorizing it.

L&D

SCIM

System for Cross-domain Identity Management. An open standard for automatically provisioning, updating and deprovisioning users and groups between an identity provider and an app.

HR tech, IT & security

Scoping

Defining exactly what a project will and won't include (requirements, timeline, resources and success criteria) before work begins.

FDE & post-sale

Scorecard

A structured evaluation that grades a conversation against defined criteria, giving learners and managers a consistent view of performance.

AI roleplay & coaching

SCORM

Sharable Content Object Reference Model. A long-standing standard for packaging e-learning so it runs and reports completion inside any compliant LMS.

HR tech, IT & security

Self-paced learning

Learning that each person completes on their own schedule instead of with a live cohort.

L&D

Signposting

Phrases that tell your audience where you are in your message, such as "First," "The second risk is" or "To wrap up." Signposting helps audiences follow the structure and remember the message more clearly.

Communication skills

Signposts

A type of connective that emphasizes physical movement through the speech content and lets the audience know exactly where they are; commonly uses terms such as First, Second, Finally or intro, middle, end. Helps audiences remember the speaker's message more clearly.

Public speaking

Skill decay

The loss of a skill over time when it isn't used or practiced. Reinforcement and spaced practice slow skill decay.

L&D

Skills gap analysis

Comparing the skills a team has today with the skills it needs, to prioritize where training will have the most impact.

L&D

Slang

A type of language that consists of informal words and phrases; these may pertain to a subculture or group that others may not understand.

Public speaking

SOC 2

An audit framework that evaluates a service provider's controls for security, availability, processing integrity, confidentiality and privacy.

HR tech, IT & security

Soft skills

Interpersonal and communication skills such as listening, empathy, persuasion and collaboration. Many organizations now call them power skills or human skills.

L&D

Solution selling

A methodology that focuses on diagnosing the buyer's problem first and positioning the product as the solution to that specific problem.

Sales enablement

Spaced repetition

Reviewing or practicing material at increasing intervals over time to move it into long-term memory.

L&D

Speech coach

A professional who helps individuals improve their public speaking skills. Such individuals likely use Yoodli as their assistant to help their clients be aware about their speech patterns.

Public speaking

SPIN Selling

A questioning method built on Situation, Problem, Implication and Need-payoff questions that helps buyers articulate the value of solving a problem.

Sales enablement

Subject matter expert (SME)

A person with deep knowledge of a topic who supplies content, reviews accuracy or sets the standard for a training program.

L&D

Success plan

A shared plan between a customer and the vendor's CSM that documents goals, milestones and how success will be measured.

FDE & post-sale

Summative assessment

An evaluation at the end of a program, such as a final exam or certification, that judges whether the learner met the standard.

L&D

T

Table topic

Impromptu speaking exercises used in Toastmasters and other public speaking clubs or events. They are short, pre-prepared questions that are read out to participants, who then have to give a one to two-minute speech on the topic without any preparation. The purpose of table topics is to help participants improve their impromptu speaking skills, and to give them practice in thinking on their feet.

Public speaking

Talk track

A suggested, flexible script for a specific moment, such as an opener, a pricing conversation or a competitive question, that reps adapt in their own words.

Sales enablement

Tall tale

Form of public speaking storytelling where the storyteller tells an exaggeration of the truth, often with impossible or improbable events. It is a type of storytelling that has its origin in the oral tradition of the American frontier, and it is characterized by hyperbolic exaggeration and fantastic elements, such as larger-than-life heroes and unbelievable events.

Public speaking

TED talk

A talk delivered at an organized TED or TEDx event, usually on a subject the speaker knows deeply. TED talks are known for tight structure, strong storytelling and running 18 minutes or less, and they are booked weeks or months in advance at events around the world.

Public speaking

Teleprompter

A device or app that scrolls a script in front of the speaker so they can read while appearing to look at the audience or camera.

Public speaking

Toast

A short speech to congratulate, appreciate or remember someone, often given at celebrations such as birthdays and weddings.

Public speaking

Topical speech

A speech in which main points are developed separately and are generally connected together within the introduction and conclusion.

Public speaking

Train-the-trainer

A model where experts train internal facilitators, who then deliver the program to the wider organization.

L&D

Training ROI

The business return of a training program relative to its cost, often tied to outcomes like ramp time, win rate or retention.

L&D

U

Upskilling

Teaching employees new or more advanced skills that make them more effective in their current role.

L&D

Uptalk

Ending statements with a rising pitch, as if asking a question, which can make a speaker sound less certain.

Communication skills

Use case

A specific problem or workflow a customer uses the product for, such as onboarding new reps or certifying partners.

FDE & post-sale

V

Visual aids

A tool that can be used to enhance the message of the speaker. This may be a presentation, a prop or an image.

Public speaking

Vocal variety

Varying pitch, pace, volume and tone to add emphasis and keep listeners engaged. Think of it as a spice rack for your speaking voice that gives presentations, speeches and conversations extra flavor.

Communication skills

W

Weak words

Words that undercut a message, such as "just," "maybe," "sort of" and "I think," often flagged alongside hedging language.

Communication skills

Webcam mic

A device that is built-in or can be attached to a webcam to enhance the audio quality of the video recording or live streaming. It can be used for recording personal speeches, video conferencing, or live streaming.

Public speaking

Webcam recorder

A device or app that captures video and audio through a connected camera. It can be used for recording practice sessions, personal videos or video conferencing.

Public speaking

Win rate

The percentage of qualified opportunities that close as won. It is a core indicator of whether enablement is moving the needle.

Sales enablement

X

xAPI

Experience API, also called Tin Can. A standard for recording learning experiences anywhere, including outside an LMS, as statements like "Jane completed a roleplay."

HR tech, IT & security