The Indian B2B sales glossary.

CRM (Customer Relationship Management)

Software that records interactions between a sales team and its leads/customers. Focus is on data capture, not behaviour change.

Crore

Indian numbering unit equal to 10 million (100 lakh). Used for large deal values and annual revenue — e.g. ₹1.5 crore.

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.

Lakh

Indian numbering unit equal to 100,000. Used throughout Indian B2B sales reporting — e.g. ₹5 lakh, ₹18 lakh.

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.

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.

Unassigned Queue

A catch-all queue for leads that aren't yet assigned to a rep — manager-visible, bulk-assignable.

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.