GLOSSARY
AI agent
An AI agent can connect research and actions. Clear permissions, bounded assignments and measured outcomes determine whether it helps a sales team.
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GLOSSARY
Algorithm
An algorithm follows defined steps. In sales pricing, repeatability matters alongside objectives, exceptions and the incentives created by the chosen rules.
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Anthropomorphic AI
Anthropomorphic AI appears human. In sales, trust should depend on evidence, clear limits and verifiable performance rather than a familiar conversational tone.
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API / application programming interface
An API connects software and data. For B2B sales, clear ownership, appropriate access and reliable handling of failed or repeated requests determine its value.
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Artificial intelligence (AI)
AI in B2B sales: task suitability, error consequences and review effort determine value. Learn how to assess an application against a realistic baseline.
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Automation
Automation can reduce sales workload. Assess the complete process, including exceptions, checking, rework and any new bottleneck created by higher output.
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Baseline
A baseline makes AI value testable. Compare similar tasks, quality requirements and total effort, including correction, instead of timing only the first answer.
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Benchmark
A benchmark compares performance under defined conditions. Sales teams also need relevant tasks, critical-error analysis and tests using their own workflow.
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Bias
Bias can distort customer prioritisation. Examine data gaps, resource allocation and feedback loops before relying on a model to assess sales opportunities.
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Business case
A business case connects AI benefits with costs, alternatives and testable assumptions. Trace how local time savings could produce real economic value.
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Cache
A cache avoids repeated work but can return stale information. Sales applications need clear freshness rules, tenant boundaries and deletion controls.
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Cloud
Cloud provides flexible computing resources. For B2B applications, demand, total cost, responsibilities and practical switching options determine suitability.
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Cluster
A cluster distributes work across computers. Its value depends on application design, remaining bottlenecks and tested recovery, not simply the machine count.
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Context
Context shapes how AI interprets a negotiation. Relevant facts, visible assumptions and information capable of changing a decision matter more than volume.
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Context engineering
Context engineering selects and updates the information AI receives. In sales, the relevant facts must be available at the decision point where they matter.
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Context window
A context window limits how much information a model can process. Long sales files require reliable handling of exceptions, versions and supporting passages.
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Data protection
Data protection also applies to personal information in B2B sales. Establish purpose, recipients, necessary data and deletion paths before using AI analysis.
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Data residency
Data residency concerns storage and processing locations. Customers need evidence across the data chain and separate checks of retention and data protection.
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Deterministic
Deterministic processes repeat the same result under identical conditions. AI workflows still need checks of inputs, rules and whether the result is correct.
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Digital transformation
Digital transformation changes workflows and responsibility. In sales, value depends on better decisions and measurable improvements across the whole process.
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Embedding
Embeddings help retrieve similar content. Sales teams need relevant matches linked to original text, current versions and the right access permissions.
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Evaluation
An evaluation tests AI on specific tasks and error consequences. Sales teams need quality, reasonable review effort and reliability in realistic conditions.
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Evidence
Evidence establishes support for a claim. Sales research needs relevant sources, contrary findings and a clear separation of facts from interpretation.
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Explainability
Explainability makes AI recommendations open to challenge. Useful explanations show relevant inputs, understandable reasons and the limits of the evidence.
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