MiM® Glossary – MiM™ Operating System

Belief Stack: The hierarchy of ideas that a system is built upon — the chain of truths that define why it works.

In the Measured in Millions® world, the MiM® Belief Stack organizes the philosophy behind the work. It starts with the Philosophy (what we believe), moves into the System (how we operate), and culminates in the Framework (how we execute).

It’s the mental architecture that holds MiM® together: beliefs become systems, systems become practices, and practices produce measurable results.

The Belief Stack keeps everyone — Coaches, Architects, and clients — grounded in the same logic: growth begins with belief, but it endures through structure.

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.

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.

First Meeting: The initial live interaction with a prospect to build rapport, understand their business, and begin qualifying.

Framework: A structured model that organizes complex work into clear, repeatable steps. It provides the path, order, and logic behind a process.

In the Measured in Millions® world, the MiM® Growth Engine is that framework — the roadmap companies follow to scale with structure and purpose.

The Growth Engine moves businesses through four deliberate phases:

Quick Start (6 Weeks) – Gain clarity and alignment.
The First 180 (6 Months) – Build operational readiness.
Expansion & Optimization (18 Months) – Scale systems and relationships.
Integration or Independence (18+ Months) – Sustain growth long-term.

Each phase strengthens the MiM® Operating System (MiMOS) and deepens the company’s ability to grow through clarity, not chaos. The MiM® Growth Engine is how relationship-driven businesses make their next stage of growth measurable, teachable, and scalable.

Ideal Customer Profile (ICP): A detailed description of the type of customer that yields the highest lifetime value and aligns best with your business.

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.

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.

Measured in Millions® Growth Engine: The structured process we use to help lower to mid-market B2B companies turn their growth potential into measurable, repeatable performance.

It aligns leadership, teams, and systems around a single belief — that every high-value relationship has the potential to be worth millions. Through disciplined execution, better tools, and strategic relationship development, clients build a business that grows by design, not by luck.

The Growth Engine provides the framework, language, and rhythm that make growth predictable and transferable — so owners can step out of the lead-sales role and into authentic

Measured in Millions® Operating System (MiMOS): The digital and structural backbone of the Measured in Millions® Growth Engine — the system that turns clarity into consistent execution.

It’s the operational layer where philosophy becomes practice. MiMOS integrates the five Growth Drivers — Relationship Engine, Experience Engine, RevTech Operations, Amplifiers, and Intelligence Loop — into one interconnected rhythm of activity.

Built to make relational growth measurable, MiMOS combines technology, process, and accountability inside a company’s Digital Playbook. It provides leaders with visibility into how trust, relationships, and performance compound over time — not as isolated efforts, but as one coordinated system of growth.

In practice, MiMOS replaces scattered tools and ad-hoc processes with a unified structure for scaling relationships, aligning teams, and sustaining momentum. It ensures every part of the business — from sales to service — operates from the same strategic playbook.

MiMOS isn’t software; it’s the operating discipline that makes Measured in Millions® executable.

Opportunity Shared: A milestone where the prospect volunteers information about their business needs, opening the door to collaboration.

Philosophy: A guiding belief system — the shared principles that shape how people think, act, and make decisions.

In the Measured in Millions® world, the MiM® Philosophy defines how relationship-driven businesses grow with intention. It’s the mindset behind every action, grounded in four core truths:

– One relationship can change everything.
– Growth comes from clarity, not luck.
– Systems make relationships scalable.
– Trust compounds.

The MiM® Philosophy is more than a point of view — it’s a discipline for leadership. It ensures companies protect what’s personal while building the structure that sustains growth. It’s the heart of the MiM® Operating System (MiMOS) and the foundation of every MiM® Growth Engine engagement.

Priority Market: A segment with the highest growth potential and strongest fit for our client’s capabilities.

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.

Relationships: The phase where long-term, high-value connections are nurtured, resulting in trajectory-changing opportunities.

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.

System: An organized set of parts that work together toward a shared purpose — connecting people, process, and tools in a predictable rhythm.

In the Measured in Millions® world, the MiM® Operating System (MiMOS) is that structure. It turns the MiM® Philosophy into daily execution — the operating discipline that powers the MiM® Growth Engine.

MiMOS brings order to growth by integrating five core Growth Drivers — Relationship Engine, Experience Engine, RevTech Operations, Amplifiers, and Intelligence Loop — into one interconnected system. It’s where clarity becomes action and action compounds into trust.

MiMOS replaces scattered tools and founder-dependent decisions with a unified, measurable rhythm for growth. It’s not software; it’s how structure protects what relationships build.

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.

Validation Criteria: The five filters for dream list prospects: Need, Buy, Service, Leverage, Desire.