Glossary

The words Indian sales teams actually use.

Definitions written for practitioners, not analysts. Every entry says what the term means, how it shows up in a real pipeline, and what to check on your own data.

37 terms18 lettersFree, no signup

₹ at Risk: The total rupee value of stale leads across your pipeline, the leading indicator of revenue leakage.
3-Tap Logging: The design rule that every lead interaction, call, WhatsApp, meeting, must be logged in 3 taps or less, without typing.

Analytics Dashboard: The single view of pipeline health, grade distribution, ₹ at risk, source performance, response times, and rep behaviour, in one place.
Assignment Rules: The logic that decides which rep owns a new lead, by territory, industry, source, round-robin or grade. A CRM concept; Leadkaun does not implement it.

Confidence Score: A 0–100 read of how much is actually known about a lead, separate from its grade, which says how good the lead is.
CRM (Customer Relationship Management): Software that records interactions between a sales team and its leads/customers. Focus is on data capture, not behaviour change.

Data Freshness: How old a lead record is, expressed in ageing bands that keep moving, so a list bought six months ago never presents as new work.
Data Readiness: A High / Medium / Low verdict on an uploaded lead file, produced before import from format validity, completeness, duplicates and business context.

Execution Score: A daily measure of whether the team is actually working the queue, scored against the shape of a working day rather than a flat target.

Fit Score: A 0–100 score measuring how well a lead matches your Ideal Customer Profile. Weights: industry (30) + geography (20) + business type (20) + role (15) + budget (15).
Follow-up Score: A 0–100 per-rep metric: on-time follow-up completions divided by assigned follow-ups × 100.

Grade A: The highest-priority lead grade. In Leadkaun, a Grade A requires Fit ≥ 65, Intent ≥ 60, and Quality ≥ 60. Rep SLA: call within 24 hours.
Grade B: The second-highest lead grade. A strong lead that needs nurture. Fit ≥ 55, Intent ≥ 40, Quality ≥ 50. Rep SLA: follow up within 48 hours.
Grade C: A nurture-cadence lead. Fit ≥ 40, Intent ≥ 25, Quality ≥ 35. Weekly touches; not daily priority.
Grade F: Junk leads. Quality Score below 20. Test strings, fake phones, or unusable data. Discard.

ICP (Ideal Customer Profile): The firmographic profile of your best-fit customers. Drives the Fit Score component of lead scoring.
Intent Decay: The automatic drop in a lead's Intent Score over time with no engagement, typically −3 points per day after an engagement threshold.
Intent Score: A 0–100 score measuring how engaged a lead is, with time-based decay. Source baseline + call (+15) + WhatsApp reply (+10) + meeting (+25) minus 3 points/day after engagement threshold.

Junk Lead: A lead that can never convert because the record itself is invalid, fake contact details, a test submission, a bot fill, or a duplicate of an existing lead.

Lead Quality: How reliable and complete a lead's data is, measured as a 0–100 Quality Score covering completeness, phone and email validity, and junk or duplicate detection.
Lead Scoring: A system that ranks every lead by how likely they are to convert, typically across three dimensions: Fit (ICP match), Intent (engagement), Quality (data reliability).
Loss Analysis: An Analytics card showing stale leads by ₹ value and by rep manager's 1:1 prep material.

Missed Opportunity: A stale lead that passed its grade-appropriate SLA with a rupee value attached, 'Grade A, 48 hours stale, ₹12L at risk'.
Morning Brief: A daily 8:30 AM IST email to each rep and manager, ₹ at risk today, top Grade A leads, overdue follow-ups.
MQL (Marketing-Qualified Lead): A lead qualified by marketing behaviour (downloads, webinar signups) but not yet sales-ready.

Nurture Cadence: A grade-aware follow-up schedule. Grade A gets 3 touches in week 1; Grade B gets weekly; Grade C gets 2-week nurture.

Priority Queue: A ranked list of leads per rep, re-ranked in real time as signals arrive, telling the rep exactly who to call next.

Quality Score: A 0–100 score measuring how reliable a lead's data is. Valid phone (30) + email (15) + company (15) + inquiry clarity (20) + source reliability (10) minus junk penalties.

Sales Automation: Software features that automate repetitive sales tasks, lead grading, follow-up scheduling, alerting, without removing human touch.
Sales Behaviour OS: A new category of sales software that shapes rep behaviour in real time, not just records activity. Leadkaun is a Sales Behaviour OS built for India.
Sales Rep Tracking: Measuring what reps actually do, calls made, follow-ups completed, response time, leads worked, rather than only what they close.
Score Evolution: An append-only timeline of every score change on a lead, with grade, confidence and all three sub-scores frozen as they were at that moment.
Source Truth Card: An Analytics Dashboard card ranking every lead source by ₹ won, not by lead count, so agencies that send junk get dethroned by ones that send Grade A.
SQL (Sales-Qualified Lead): A lead whose Intent Score has crossed the sales-ready threshold, typically triggering an immediate alert to the assigned rep.

Team Admin: The controls for who is on the sales team and what each person can see and do, roles, permissions and lead ownership.

WhatsApp Intent Signal: A buying-readiness signal captured from a WhatsApp reply, most Indian B2B leads first make contact on WhatsApp, making it the primary intent channel.

Zero-Input Mode: The product-design principle that Leadkaun must be useful from day one with zero rep logging, grading and queueing work on ingested data alone.

Ready when you are

Stop defining. Start scoring.

Leadkaun puts these concepts into practice: A–F grading, a Priority Queue per rep, and ₹ at risk surfaced daily. Setup the same day.

Start free See the product

Free forever · 1 user · 100 leads · No card