Quick reference for all acronyms, terms, and concepts used in the Sales Operating System.
Sales Operating System
The complete framework combining the Deal Workflow Playbook (process) and Sales OS Database (data) to run deals from account research through closed won.
Digital Sales Room
Your external source of truth shared with buyers. Contains all deliverables, resources, timeline, and mutual commitments. The buyer-facing version of your deal record.
Why it matters: The DSR is where buyers review materials, share with stakeholders, and track progress. It must always be current and reflect what you've agreed to.
Customer Relationship Management System
Your internal system for tracking pipeline, revenue forecasting, and deal status. Updated based on stage progression in Sales OS.
Common systems: Salesforce, HubSpot, Pipedrive, Microsoft Dynamics
See MEDDPICC Framework for full definitions, discovery questions, and scoring.
Metrics