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Sales Glossary| It is currently Sat 19. May 2012 20:17:37 |
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pipeliner ForumVisit pipeliner forum to exchange your knowledge and experience with pipeliner and find the answers on your burning questions. Read pipeliner FAQs section or Sales Glossary. |
| It is currently Sat 19. May 2012 20:17:37 |
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| Sales Glossary - Description of a Sales Term |
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| Search for Sales terms starting with › #, A, B, C, D, E, F, G, H, I, J, K, L, M, N, O, P, Q, R, S, T, U, V, W, X, Y, Z, All |
| pipeliner Sales Glossary - compare general sales terms with that used used in pipeliner - sales pipeline application. |
All Sales Terms |
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account
A customer - (usually a B2B organization), the individual or company your are doing business with.
pipeliner term - account
A customer, the individual or company, your are working on a lead or opportunity with.
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account management
Account Management provides a strategic approach to maintaining high value customers and turning them into long time satisfied clients by gathering intelligence on organizational structure, individual roles, responsibilities, and competitor data. It allows businesses to tailor client-specific offerings, improve forecasting, and better understand their customers by providing a 360 degree view of all company interactions, across all departments.
pipeliner term - account management
A strategic approach to maintain beneficial business relationships with high valued customers by gathering their organization structure, individual roles, responsibilities, and other needful opportunity-related data.
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acquisition
The process of converting potential buyers into customers, usually through the efforts of Sales and Marketing.
pipeliner term - acquisition
An unqualified opportunity with the future possibility to get into the pipeline sales cycle. Oppose to a lead, is acquisition long-term approach to enquiry a high valued opportunity.
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action plan
A set of steps one will take to achieve a desired objective. Typically, good action plans are specific and have a target completion date assigned to them.
pipeliner term - pipeline setup
A supportive tool for creating pipeline i.e. sales cycle.
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activity
Activities track sales-related actions, such as e-mail messages, phone calls, or meetings. Activities may be associated with a contact, account, or opportunity.
pipeliner term - task
The act of assigning special to-do action related to the lead, opportunity or acquisition.
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activity center
Activity center tracks sales-related actions in one specific point.
pipeliner term - p-Connect
A place which gathers all the activities from all opportunities in sales pipeline.
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activity management
The management and study of those activities the sales organization performs in order to achieve desired results. Where time is spent is the primary component of activity management.
pipeliner term - task management
A process of maintenance to-do actions related to the whole sales cycle.
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address book
A notebook or equivalent electronic storage medium where one keeps names and addresses; in computing, especially for email addresses.
pipeliner term - address book
A storage or a place where are kept all qualified contacts and accounts related to the sale process, opportunities eventually leads.
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analytics
Any metrics, statistics or key-performance indicators which measure marketing and sales effectiveness.
pipeliner term - management reports
A sales record based on the sales performance analysis which includes main sales opportunities' information.
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appointment
Personal sales visit to a prospect or customer, usually arranged by phone, can also be a scheduled time to discuss a pre-determined topic at a set time (i.e. weekly product meeting).
pipeliner term - task
The act of assigning special to-do action related to the lead, opportunity or acquisition.
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archive
Data transferred to a disk or to a special place for long-term storage rather than frequent use.
pipeliner term - pipeline archive
A storage or a place where are kept all closed opportunities.
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attitude
Manner, disposition, feeling, position, etc., with regard to a person or thing.
pipeliner term - contacts&impact
A opinion on customer built upon the two-way customer-seller experienced behavior.
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audit
A methodical examination and review.
pipeliner term - history log
A recorded history of activities made in pipeliner during sales process.
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business plan
A blueprint for growing a company, containing a definition of the company's mission, identified opportunities, objectives, strategies and action plans.
pipeliner term - pipeline setup
A supportive tool for creating pipeline i.e. sales cycle.
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buying center
A buying center (also known as a decision making unit or DMU) is a group of employees, family members, or members of any type of organization responsible for finalizing major decisions, usually involving a purchase.
pipeliner term - buying center
The buying center panel enables to show the employee network/relationship within an organization and how it relates to the opportunity.
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campaign
A systematic course of sales activities for some specific purpose.
pipeliner term - acquisition
An unqualified opportunity with the future possibility to get into the pipeline sales cycle. Oppose to a lead, is acquisition long-term approach to enquiry a high valued opportunity.
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close
The act of gaining a commitment to the next sales step, be that a subsequent meeting or a purchase decision from a buyer.
pipeliner term - move to archive
The act of gaining a commitment to close the opportunity whether it is won or lost. Moving the opportunity to the archive is equivalent to the closing it.
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closing ratio
The percentage of sales divided by presentation. Example: if you perform 10 presentations and get 4 sales, you have a 40% closing ratio.
pipeliner term - closing ratio
The percentage of successful closure of the opportunities in the archive. That means if you close 10 opportunities and 6 of them are won, you have a 60 % closing ratio.
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collaboration selling
Also known as collaborative selling and facilitation selling - very modern and sophisticated, in which seller truly collaborates with buyer and buying organization to help the buyer buy. A logical extension to 'strategic' or 'open plan' selling. See collaboration and partnership selling at the end of the section.
pipeliner term - cloud collaboration
The two-way process of updating both cloud and local database, when all files are copied in both directions in a purpose of sharing the sales information among all sales team members.
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company
A number of individuals assembled or associated together; group of people.
pipeliner term - account
A customer, the individual or company, your are working on a lead or opportunity with.
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compelling reason
A forceful and persuasive reason to do something.
pipeliner term - compelling reason
A motivational reason to work on the opportunity or the lead.
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contact
Contacts represent sales contacts at companies. A contact is linked to an account and hence is assigned to the sales representative for the account.
pipeliner term - contact
A customer, the individual or company, your are working on a lead or opportunity with. Most of time contacts are linked to an account.
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contact management
A method or system for managing contact information, priorities and checklists, typically used to describe a software solution that partially automates contact management functions.
pipeliner term - address book
The address book is a place to gather all contacts and accounts in order to maintain their details and special information.
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contract
Contracts manage sales records for products or services. Contracts may have a limited time frame, track specific post-sale details, and identify renewal opportunities.
pipeliner term - documents
A user defined formal document that outlines the opportunity information related to the each sales step.
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conversion
A physical, structural, or design change or transformation from one state or condition to another, esp. to effect a change in function.
pipeliner term - pipeline conversion
The process of conversion local pipeline to the cloud pipeline.
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coverage
Refers to the percentage of customers, people, or markets reached by a sales channel. In complex selling situations, coverage typically alludes to determining who will be responsible for calling on the primary targets or key players in the organization.
pipeliner term - reps & coverage
A posture to the contact related to the sales team member.
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customer
Usually meaning the purchaser, organization, or consumer after the sale is made, before the sale was known as a prospect.
pipeliner term - account
A customer, the individual or company, your are working on a lead or opportunity with.
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customer relationship management (CRM)
The term used to describe the process used internally to manage customer relationships. Often used to refer to the use of technology to track and maintain essential information about the customer and the activities initiated with a customer across the functional areas of the selling organization.
pipeliner term - pipeliner
pipeliner is an innovative sales application that enables to gain the necessary competitive edge in sales to win more deals with greater ease.
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dashboard
Term used by sales managers and sales software firms to refer to the primary performance numbers that are being tracked for the sales force, a graphic display generated by marketing software, analytics packages, blog software, and CRM systems to summarise activities and information.
pipeliner term - dashboard
A board of unique charts which evaluates real time performance of sales opportunities in pipeline through animated 3D charts.
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deal
Common business parlance for the sale or purchase (agreement or arrangement), it is rather a colloquial term so avoid using it in serious company as it can sound flippant and unprofessional.
pipeliner term - opportunity
A business phrase for prospecting sale.
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deal recurrence
Reoccuring sale or purchase.
pipeliner term - opportunity recurrence
Setup of an opportunity to appear on sales pipeline repeatedly according to a time period.
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decision maker
A person in the prospect organization who has the power and budgetary authority to agree to a sales proposal, one of the most common mistakes by sales people is to attempt to sell to someone other than a genuine decision-maker, for anything other than a routine repeating order, the only two people in any organization of any size that are real decision-makers for significant sales values are the CEO/Managing Director/President, and the Finance Director, everyone else in the organization is generally working within stipulated budgets and supply contracts, and will almost always need to refer major purchasing decisions to one or both of the above people, in very large organizations, functional directors may well be decision-makers for significant sales that relate only to their own function's activities.
pipeliner term - key contact
A person with the highest influence on final sales statement during sale process.
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documents
A piece of text or text and graphics stored in a computer as a file for manipulation by document processing software.
pipeliner term - documents
A user defined formal document that outlines the opportunity information related to the each sales step.
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event
A something that occurs in a certain place during a particular interval of time.
pipeliner term - task
The act of assigning special to-do action related to the lead, opportunity or acquisition.
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extract
Something extracted, such as a part or passage from a book, speech, etc.
pipeliner term - opportunity extract
An informative toolbar showing the most important data of the opportunity.
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free move
The ability to create and close deals from everywhere.
pipeliner term - pipeliner p-mobile
Enables the synchronization between team pipeline and a mobile device.
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goal
The end towards which a salesperson or sales organization is headed. The ability to set and execute against ambitious yet realistic goals is considered the essential foundation to a sales organization's success.
pipeliner term - dynamic target goal
A special freely modifiable time-based value towards which sales force is headed.
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income
Money earned by work or investments.
pipeliner term - revenue
A business goal income enquired from an account cooperation.
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industry
The category of business that an opportunity belongs to.
pipeliner term - industry
An industry category assigned to an account.
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key influence people
Opinion leaders, consultants, experts, etc whose early and enthusiastic endorsement of a new product is sought by salespeople.
pipeliner term - key contact
A person with the highest influence on final sales statement during sale process.
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Key Performance Indicators (KPIs)
Term used to refer to the primary measures an organization uses to measure their own internal performance.
pipeliner term - dashboard
A board of unique charts which evaluates real time performance of sales opportunities in pipeline through animated 3D charts.
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lead
A person or organization that has shown an interest in a particular product or service, can also be used to describe a person or organization that sales or marketing staff feel may have a need for a particular product or service.
pipeliner term - lead
An unqualified opportunity – potential customer with a high possibility to proceed to the sales pipeline.
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lead assignment
Once leads have been acquired, assignment rules automate the routing process to the most appropriate agent. This could be based on a list of requirements, customized for any company. Rules for assigning an agent could include: location, experience, size of deal, language, availability, and more.
pipeliner term - lead assignment
The act of assigning ownership to the lead.
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lead conversion
The process of converting leads into viable business opportunities.
pipeliner term - lead qualifying
The process of qualifying lead into the sales opportunity.
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lead management
Managing leads effectively and optimizing lead flow across sales and marketing are critical to sales success. With Lead Management, companies can track prospect inquiries and route qualified leads to the right people so sales reps get instant access to the latest prospects and leads are never dropped or lost.
pipeliner term - lead integration
A process of importing lead
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lead ranking
An act or instance of indicating relative standing, to assign to a particular position, station, class.
pipeliner term - ranking
A graphical representation of opportunity or lead user preference. The highest ranked opportunities or leads are supposed to have also highest priority or value in one sales cycle.
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lead status
Tracking of a lead (generated by referral, marketing efforts, or cold calling) through the sales process.
pipeliner term - lead status
An automatically assigned status based on the position of the lead in the sales cycle.
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level of influence
In complex selling situations, this refers to the degree of influence an individual has on the decision-making process. Clarifying or evaluating levels of influence for each of the key players helps shape the potential strategy to use with each individual.
pipeliner term - influence link
A graphical representation of influence among account business structure.
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message
A communication containing some information, news, advice, request, or the like, sent by messenger or other means.
pipeliner term - acitivities center
A special feature which gathers all activities related to the one opportunity, written by sales team collaborated on it.
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Microsoft Dynamics
Microsoft Dynamics is a line of enterprise resource planning (ERP) and customer relationship management (CRM) software applications developed by Microsoft.
pipeliner term - pipeliner MS Dynamics integration
Integration of MS Dynamics features into pipeliner.
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Microsoft Outlook
Microsoft Outlook is a personal information manager and email client from Microsoft.
pipeliner term - pipeliner MS outlook integration
Integration of pipeliner functions into MS Outlook.
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migration
The process or act of migrating.
pipeliner term - pipeline conversion
The process of conversion local pipeline to the team pipeline.
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notification
The act of notifying.
pipeliner term - notification
The act of notifying user about something important which more or less should be resolved.
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opportunity
A situation, need, condition, or circumstance where you have the potential to meet a customer's business requirements.
pipeliner term - opportunity
A business phrase for prospecting sale.
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opportunity assignment
Once opportunities have been qualified or created, assignment rules automate the routing process to the most appropriate agent. This could be based on a list of requirements, customized for any company. Rules for assigning an agent could include: location, experience, size of deal, language, availability, and more.
pipeliner term - opportunity assignment
The act of assigning ownership to the opportunity.
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opportunity management
Helps close deals faster by providing a single place for updating deal information, tracking opportunity milestones, and recording all opportunity-related interactions, making it easier for managers to monitor sales pipelines.
pipeliner term - opportunity management
A process of tracking the opportunity all along pipeline with the approach of gathering and monitoring most necessary information to it.
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opportunity ranking
The goal of any process analysis is to rank a set of processes in some manner to decide where to start and pick where you might get the best yield with the lowest risk.
pipeliner term - ranking
A graphical representation of opportunity or lead user preference. The highest ranked opportunities or leads are supposed to have also highest priority or value in one sales cycle.
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opportunity status
Tracking of an opportunity through the sales process.
pipeliner term - opportunity status
An automatically assigned status based on the position of the opportunity in the sales cycle.
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owner
In sales, owner is the term sometimes given to that decision maker who is most responsible for the decision.
pipeliner term - opportunity owner
A sales person with the accountability for an opportunity.
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phase
A stage in a process of change or development.
pipeliner term - acquisition phase
A single step or a stage in a process of qualifying the acquisition to the opportunity.
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pipeline
Also known as the sales funnel, the tracking of suspects, to prospects to initial contact, to presentation, to sale and the volume of movement across these categories.
pipeliner term - pipeline
A linear-based sales cycle compose of sales steps primary used to track the opportunities from beginning to the end of their sales cycle life.
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pipeline management
Pipeline management collects data and analyses active opportunities that allow sales agents and business management to better understand and manage qualified deals. Pipeline management allows businesses to view all current sales activity in real time, identifying trends, bottlenecks, personnel performance trends, and effectiveness metrics, such as average length of sales cycle, win rates, and other critical information needed during the sales cycle. It allows businesses to remain flexible and adjust quickly to changing strategic business actions.
pipeliner term - pipeline management
A process of maintenance pipeline itself with the focus on sales activities such as opportunity performance trends or effectiveness.
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plan document
In sales compensation, the formal document that outlines the objectives and elements of a selling organization's compensation strategy. When done well, this document communicates the strategy of the company, and the rewards - both financial and non-financial - that will accrue when goals are met. This document also describes targets and compensable events and important details about compensation administration.
pipeliner term - documents
A user defined formal document that outlines the opportunity information related to the each sales step.
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point of pain
Slang term used in sales to describe the areas where the customer is most being challenged. Finding the customer's Point of Pain is a powerful selling tactic as research concludes that a customer is more willing to act when there is a need to alleviate a problem. (See Pain Ladder)
pipeliner term - paint & problems
A posture built upon the two-way customer-seller experienced behavior.
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portal
a Web site that functions as an entry point to the Internet, as by providing useful content and linking to various sites and features on the World Wide Web.
pipeliner term - customer portal
Web-online cloud service for the setup of team pipeline, its settings and maintaining and administering the accounts.
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potential
A salesperson's assessment, in dollars, units and / or relationship, of doing business with a particular customer.
pipeliner term - ranking
A graphical representation of opportunity or lead user preference. The highest ranked opportunities or leads are supposed to have also highest priority or value in one sales cycle.
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process
A series of steps bringing about a desired result. In sales, process refers to the clearly defined steps an organization or a salesperson takes to initiate and secure business and satisfy customer requirements.
pipeliner term - pipeline
A linear-based sales cycle compose of sales steps primary used to track the opportunities from beginning to the end of their sales cycle life.
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prospect
A customer (person, organization, buyer) before the sale is made, i.e. a prospective customer.
pipeliner term - opportunity
A business phrase for prospecting sale.
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qualified lead
An inquiry that has experienced some level of contact with the selling organization, and that fit some predefined criteria that suggests it is a viable prospect.
pipeliner term - opportunity
A business phrase for prospecting sale.
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qualify
The process of assessing whether or not a customer or an opportunity represents a potential fit for your product or service.
pipeliner term - lead qualifying
The process of qualifying lead into the sales opportunity.
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quota
A sales target (in revenue and/ or units) for a specified time period, also referred to as a goal, budget or forecast, also any restriction imposed by law on the quantity of a product which can be produced or imported, a form of protectionism, see protectionism and sales quota.
pipeliner term - dynamic target goal
A special freely modifiable time-based value towards which sales force is headed.
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reactivation
To make (something) active or functional again.
pipeliner term - reactivation
A process of renewal closed opportunities from pipeline archive back to the sales pipeline.
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relevance
Having direct bearing on the matter in hand.
pipeliner term - project relevance
A related information to the project.
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reminder
A note to remind a person of something not done.
pipeliner term - reminder
A note to remind something to do connected to the opportunity, lead or acquisition.
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reminder status
Tracking of a reminder through the time.
pipeliner term - reminder status
An assigned status based on the position of the reminder in a time.
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report
A report is a textual work (usually of writing, speech, television, or film) made with the specific intention of relaying information or recounting certain events in a widely presentable form.
pipeliner term - opportunity report
Abbility to export data from opportunity to a report document.
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sales
The interaction of helping consumers make informed purchasing decisions.
pipeliner term - sales
A process involving satisfying customer needs in order to successfully close the opportunity.
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sales cycle
The set of steps an organization believes are needed to make a sale. Sales cycles can vary considerably across business organizations and the markets they serve.
pipeliner term - pipeline setup
A supportive tool for creating pipeline i.e. sales cycle.
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sales effectiveness
Term used to cover the broad range of activities a sales organization uses in order to improve the productivity and results of its sales teams.
pipeliner term - pipeline setup
A supportive tool for creating pipeline i.e. sales cycle.
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sales force
The group of employees involved in the selling process.
pipeliner term - sales team
The group of sales rep with sales manager which are involved in selling process of one opportunity.
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sales funnel
Describes the pattern, plan or actual achievement of conversion of prospects into sales, pre-enquiry and then through the sales cycle, so-called because it includes the conversion ratio at each stage of the sales cycle, which has a funneling effect, prospects are said to be fed into the top of the funnel, and converted sales drop out at the bottom, the extent of conversion success (i.e. the tightness of each ratio) reflects the quality of prospects fed into the top, and the sales skill at each conversion stage, the sales funnel is a very powerful sales planning and sales management tool.
pipeliner term - pipeline
A linear-based sales cycle compose of sales steps primary used to track the opportunities from beginning to the end of their sales cycle life.
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sales management
The process of planning, organising, controlling, coaching and evaluating the activities of the sales force.
pipeliner term - sales management
The process of managing sales force e.g. assigning opportunities or leads they can work with. Evaluating sales force performance and setting up the best sales cycle for a business.
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sales manager
The one who supervises, manages, trains, and coaches sales people.
pipeliner term - sales manager
A category assigned to a user or group of users that defines access privileges to functionality in pipeliner. pipeliner dispose of two sales role categories: sales rep and sales manager. Besides these two categories there is team pipeline admin.
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sales pipeline
A linear equivalent of the Sales Funnel principle. Prospects need to be fed into the pipeline in order to drop out of the other end as sales. The length of the pipeline is the sales cycle time, which depends on business type, market situation, and the effectiveness of the sales process.
pipeliner term - pipeline
A linear-based sales cycle compose of sales steps primary used to track the opportunities from beginning to the end of their sales cycle life.
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sales position
Responsibility in business or other enterprise.
pipeliner term - contact position
A contact role in the account employees structure.
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sales process
Specific methodology used to understand customer needs, present solutions and obtain the purchase commitment.
pipeliner term - pipeline setup
A supportive tool for creating pipeline i.e. sales cycle.
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sales report
A salesperson's detailed record of sales calls and results for a given period; typically, a sales report will include information such as the sales volume per product or product line, the number of existing and new accounts called upon (activities), and the expenses incurred in making the calls, sales report are typically completed weekly, monthly, quarterly and annually, and may include sales forecasts.
pipeliner term - management reports
A sales record based on the sales performance analysis which includes main sales opportunities' information.
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sales role
A role is a category assigned to a user or group of users that defines access privileges to functionality in the Service-now platform. All groups or users assigned to a role are granted the same system access. Roles can also contain other roles, and any access granted to a parent role will be granted to any role that it contains.
pipeliner term - sales role
A category assigned to a user or group of users that defines access privileges to functionality in pipeliner. pipeliner dispose of two sales role categories: sales rep and sales manager. Besides these two categories there is team pipeline admin.
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sales step
Describes the structure of the selling process, particularly the sales call, and what immediately precedes and follows it.
pipeliner term - sales step
A structural part of a sales cycle e.g. pipeline.
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sales target
In a sales context this is the issued (or ideally agreed) level of sales performance for a sales person or team or department over a given period. Bonus payments, sales commissions, pay reviews, job gradings, life and death, etc., can all be dependent on sales staff meeting sales targets, so all in all sales targets are quite sensitive things. Targets are established at the beginning of the trading year, and then reinforced with a system of regular forecasting and reviews (sometimes referred to as 'a good bollocking') throughout the year.
pipeliner term - dynamic target goal
A special freely modifiable time-based value towards which sales force is headed.
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sales task
The job activities carried out by salespeople, these may include direct selling tasks (making product presentations to prospective buyers, etc), indirect selling tasks (mailing sales literature to new and prospective accounts, etc) and non-selling tasks (attending sales meetings, writing call reports, etc.).
pipeliner term - task
The act of assigning special to-do action related to the lead, opportunity or acquisition.
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sales territory
The specific region or group of customers for which a salesperson or a sales team has direct responsibility.
pipeliner term - sales unit
A seller or a group of sellers related to a specific sales region, product, service etc.
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services
An intangible product, any product offering that is essentially intangible.
pipeliner term - opportunity category
A type of a product or a service related to the opportunity sale.
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shop
Online shopping is a form of electronic commerce whereby consumers directly buy goods or services from a seller over the Internet without an intermediary service.
pipeliner term - pipeliner shop
A place to buy pipeliner.
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stage
A single step or degree in a process; a particular phase, period, position, etc., in a process, development, or series.
pipeliner term - sales step
A structural part of a sales cycle e.g. pipeline.
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storage
A depositary into which data can be entered, in which it can be held, and from which it can be retrieved at a later use.
pipeliner term - lead storage
A storage or a place where are imported and kept leads.
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sum
The result of the addition of numbers, quantities, objects, etc.
pipeliner term - unweighted target
Sum of the opportunities values according to the dynamic target date period definition.
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synchronization
Two-way file synchronization, updated files are copied in both directions, usually with the purpose of keeping the two locations identical to each other.
pipeliner term - cloud collaboration
The two-way process of updating both cloud and local database, when all files are copied in both directions in a purpose of sharing the sales information among all sales team members.
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task
Job, activity or a duty to do, more or less assigned to the sales rep.
pipeliner term - task type
An automatically assigned type based on the place where was task created.
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territory management
A sales territory is a area, (states, square miles, zip-codes) that an outside salesperson works within. This territory can be protected (meaning that no competing sales representative can steal accounts/sales) or unprotected (first-come, first-serve).
pipeliner term - sales management
The process of managing sales force e.g. assigning opportunities or leads they can work with. Evaluating sales force performance and setting up the best sales cycle for a business.
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timeline
A linear representation of important events in the order in which they occurred.
pipeliner term - opportunity on timeline
A linear representation of opportunities closing dates.
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trash
A storage, a place or a bin for a temporally storing.
pipeliner term - remove
pipeliner does not have any trash section for deleted items. However you can archive opportunities or lead to pipeline archive.
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turnover
The total amount of business done in a given time.
pipeliner term - real target
A graphical presentation of a sum of closed won opportunities (according to their values).
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value
A financial worth.
pipeliner term - opportunity value
A freely modifiable value assigned to the opportunity.
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vendor
A seller or a supplier of one product or service.
pipeliner term - sales rep
A seller usually a member of sales force or sales team.
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weighted value
Adjusted to reflect value or proportion of value.
pipeliner term - weighted target
Sum of the opportunities values according to their sales step position (its percentage of probability) and dynamic target period date definition.
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