0-9
A
B
C
D
- Disqualified Relationship
- A prospect that has been determined to be a poor fit and removed from active pursuit.
- Dream List
- A curated list of target companies (Land) and existing accounts (Expand) that could fundamentally change the business if won or grown.
E
- Engaged and Interested
- A stage where the prospect is not just contacted, but actively showing interest in working together.
- Expand Strategy
- Tactics focused on growing revenue from existing high-value customers.
F
- First Meeting
- The initial live interaction with a prospect to build rapport, understand their business, and begin qualifying.
G
H
I
- Ideal Customer Profile (ICP)
- A detailed description of the type of customer that yields the highest lifetime value and aligns best with your business.
J
K
L
- Land + Expand
- A growth strategy that balances acquiring new high-value customers (‘Land’) with growing existing accounts (‘Expand’).
- Land Strategy
- Efforts aimed at acquiring brand-new customers with high LTVp.
- Lifetime Value Potential (LTVp)
- The projected long-term value of a customer relationship, used as a guiding metric in MiM.
M
- Measured in Millions (MiM)
- A methodology designed to build high-lifetime-value relationships worth millions of dollars, focusing on SMB B2B companies with long sales cycles.
- MiM Dream List Builder
- A tool for organizing and validating target companies based on ICP and growth potential.
N
O
- Opportunity Shared
- A milestone where the prospect volunteers information about their business needs, opening the door to collaboration.
P
- Priority Market
- A segment with the highest growth potential and strongest fit for our client’s capabilities.
Q
- Qualified Relationship
- A connection that has been vetted and determined to fit the criteria of a high LTVp customer.
- Quality Connection
- An initial positive connection with a prospect that signals the start of a high-potential relationship.
R
- Readiness
- Preparing your business with the right messaging, branding, and sales assets to effectively engage ideal prospects.
- Reconnaissance (Recon)
- The act of gathering customer, market, and competitor intelligence to personalize outreach and build credibility.
- Relationships
- The phase where long-term, high-value connections are nurtured, resulting in trajectory-changing opportunities.
S
- Sales Accepted Lead (SAL)
- A lead that has shown clear interest and meets quality standards for sales team follow-up. We call these Quality Connections.
- Sales Qualified Lead (SQL)
- A vetted opportunity that aligns with ICP and has a clear next step in the buying process. We call these Qualified Relationships.
- Scoreboard
- A dashboard tracking leading indicators like Quality Connections, Qualified Relationships, and conversion rates.
- Second Meeting
- A deeper conversation to demonstrate capabilities, uncover opportunities, and progress the sale.
- Small Pond Strategy
- Focusing on a narrow, high-value target market rather than high-volume, low-value leads.
- Strategic Order
- The sequence of four dimensions—Targeting, Readiness, Reconnaissance, Relationships—used to structure MiM plans.
T
- Targeting
- The process of identifying, segmenting, and prioritizing your highest potential customers and opportunities.
- The Show
- The structured experience of pitching and onboarding, including first impressions, meetings, nurturing, and closing.
U
V
- Validation Criteria
- The five filters for dream list prospects: Need, Buy, Service, Leverage, Desire.
W
X
Y
Z