Sales & Interview Glossary
Plain, neutral reference definitions for the frameworks and terms that come up constantly in sales and interview prep, not landing-page copy, just what each one actually means, where it came from, and where it runs into limits.
Frameworks covered so far.
Sales Qualification
BANT
Budget, Authority, Need, Timeline: the classic IBM-originated lead qualification checklist, its four criteria, and where it runs into limits.
Sales Qualification
MEDDIC
Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, the six-part framework for complex enterprise deals.
Interview Prep
STAR Method
Situation, Task, Action, Result: the standard structure for answering behavioral interview questions, with a worked example.
Sales Objections
Sales Objection Types
A six-category taxonomy of objections (price, need, timing, authority, trust, and competitor) and what each one actually signals.
Put these frameworks to work, live on the call.
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