Hockey-Stick Disease Picture a hockey stick. This is the line graph tracking sales volume chronologically over the quarter - none for two months, then a steep incline at the end. It's not uncommon for 45 percent of the deals to close in the last two days of the quarter.
"Me Too" Product Software that is pretty much the same as another company's software.
Dropping Your Pants Lowering your price to close a sale.
Overhanging the Market Promising that desired features will be designed into future upgrades.
Seats Seat licenses in volume selling; i.e., number of paid users.
Mindshare As opposed to market share. When a salesman says, "I'm building mindshare," what he means is he hasn't sold a thing.
The Cycle The average length of time it takes to make a sale. Can be as long as nine months, which makes it hard when there's a new upgrade and new pricing every six months.
"The Queen Mary Has Turned Around." Said when a reluctant client finally is ready to buy.
Spiffs The bonus incentives that software firms offer top resellers - mountain bikes, a BMW leased for a year, et cetera.
