The AI-Native Shift · Book Resources
Translation Callouts
The industry’s terms appear in the book exactly once each, and only struck through — framed as what the industry would call this, never as the book’s own voice. Chapter 3 teases the move; Chapter 7 pays it off.
Chapter 3 — the forward tease
Leads → people sending you signals. The industry’s word for the humans in that paragraph is the first tell. Chapter 7 teaches the full replacement vocabulary.
Chapter 7 — the primary table
“Chapter 3 promised you this vocabulary. Here is the industry’s, retired against the path’s:”
Lead→ an Audience member — a person learning, sending signals; never a record to score.MQL→ a Researcher — building their own case, on their own clock.SQL→ a Hand Raiser — a person asking for help.Opportunity→ a Buyer — navigating real conviction, not filling a forecast row.Retention→ the Path OF Value — the half where the value gets created.
The mapping is one-to-many onto the Value Path: the industry flattens many different humans into one dehumanizing word. The table maps away from that word toward the humanized stage names — and the flattening itself is the table’s first lesson.