B2
UPPER-INTERMEDIATE
Class 19
Section 2
Glossary
Instructions
One word from each audio will be briefly explained below.
Try to understand their definitions, examples and, listen to the audios again if you didn't catch them the first time you did.
Then, move on to Section 3
1
Wrap up
TO FINISH OR SUMMARIZE SOMETHING
Formality: Common use
Synonym: Conclude / Finish
Separable: Yes
Let’s wrap up the presentation with next steps.
She wrapped it up by highlighting key wins from last quarter.
2
Drop off
TO STOP BEING INVOLVED OR TO DECLINE, USUALLY UNEXPECTEDLY
Formality: Common use
Synonym: Leave / Disappear
Separable: No
One of our biggest clients dropped off right before renewal.
Engagement tends to drop off if we delay follow-ups.
3
Warm up
TO PREPARE OR START BUILDING A CONNECTION BEFORE SOMETHING HAPPENS
Formality: Informal
Synonym: Prepare / Initiate
Separable: Yes
We’re warming up two new prospects ahead of the next funding round.
She warmed the investor up before the formal pitch.
4
Nurture
TO DEVELOP AND MAINTAIN A RELATIONSHIP OVER TIME
Formality: Common use
Synonym: Develop / Build
Separable: No
We’ve been nurturing that lead for over six months.
Strong partnerships don’t happen overnight—they’re nurtured carefully.
5
Churn
THE LOSS OF CUSTOMERS OR CLIENTS OVER TIME
Formality: Common use
Synonym: Attrition / Dropout
Separable: No
Reducing churn has been our main focus this quarter.
If churn spikes, our growth targets become harder to hit.
6
Tie to
TO CONNECT OR LINK SOMETHING TO A CONDITION OR RESULT
Formality: Common use
Synonym: Link to / Base on
Separable: No
Bonuses are tied to client retention, not just acquisition.
They tied the second payment to revenue milestones.
Section 3
Transcript
Instructions
We're nearing the end, this section is like the "answer sheet".
Read the text extracted from the audio.
Now's the time to see what you heard!
Try to understand as much as possible before going to the Walkthrough section.
Then, move on to Section 4.
Audio 1
So to wrap up, the strategy focuses on fewer clients, but much higher-value contracts.
Audio 2
Quick question—what happens if one of those key accounts drops off?
Audio 3
Fair. If that happens, we have two backup deals already warming up.
Audio 4
They’re not signed yet, but we’ve been nurturing those leads for months.
Audio 5
Got it. And what’s your plan to keep churn under control?
Audio 6
We’re tying success fees to long-term retention instead of just onboarding.
Section 4
Walkthrough
Instructions
In this video, the teacher covers every and each little detail you may have missed or may not know about the audios/transcript.
This video is rich in information so make sure to take notes of the new things you learn here.
Then, move on to Section 5 .
Section 5
Talking Point
Instructions
With a teacher, friend, or AI companion, practice talking, answering and discussing the following points listed below.
Reading Section:
A strategy that narrows the client base can be powerful—if each account brings long-term value. But it also raises the stakes. When fewer clients represent more revenue, one exit can cause real impact. That’s why planning for churn and backup deals isn’t optional—it’s part of staying stable.
Talking Point:
Describe a time when your company bet on a smaller number of clients or markets.
What did you do to protect against risk if one of them didn’t work out?
Conversation Questions:
What’s your personal view on focusing growth around fewer, bigger accounts?
How do you define a “healthy” level of churn in your business model?
What do you look for when deciding if a lead is worth nurturing long-term?