Pipeliner CRM Glossary

A

Account

A customer--an individual or a company--with whom you are working on a lead or opportunity. Learn more about accounts.

Account Class

A graphical representation of an account user preference. The highest ranked accounts are supposed to have also highest priority or value in one sales cycle.

Account Industry

An industry category assigned to an account. Learn more about account industry.

Account Management

A strategic approach to maintaining beneficial business relationships with customers by gathering data about their organization structure, individual roles, responsibilities, and other needful opportunity-related information. Learn more about account management.

Account Type

An account type is a type of customer that you are connected to as regards leads or opportunities. Examples: new customer, existing customer, services customer only. Learn about how to customize your account type list.

Activity

Generally an activity is something done, an action performed as regards a prospect or customer. In Pipeliner CRM, an activity is the act of assigning a special to-do action related to a sales lead or sales opportunity. Learn more about Pipeliner CRM activities.

Activities

A place in which is gathered all the activities from all opportunities and leads in the sales pipeline.

Activity Type

An activity type is the type of activity--a task or an appointment--related to a sales lead or opportunity. Learn more about customizing activities.

Advanced Reports

This feature allows you to you combine any record type (opportunities, leads, accounts, contacts, products, feeds, notes, activities) or report type (standard or pivot) into one single report. Learn more about Pipeliner CRM reports.

Archive

That part of Pipeliner CRM in which all closed or lost deals and leads are saved. Included is all information pertaining to that deal at the time it was lost. Learn more about the Pipeliner CRM Archive.

B

Balanced Target

One of the 5 target views available in Pipeliner's Dynamic Target feature. The Balanced Target can be looked at as a worse case scenario, because it balances the Weighted Target and the Ranked Target. Learn more about Pipeliner’s Dynamic Target feature.

Bubble Chart

A 3D bubble-chart timeline that gives you yet another view of your opportunities, graphically providing the most relevant aspects of every deal. Sales pipeline stages run up the left-hand side. The timeline runs from left to right, and the size of the deal is expressed in the size of the “bubble.” Simply mouse over or click on a bubble for a closer view of that deal. Read more about the Pipeliner Bubble Chart.

Buying Center

The Buying Center panel shows the employee network/relationship within an organization and how it relates to a lead or opportunity.  Read more about the buying center

C

Closing Date

The expected date at which an opportunity is expected to close.

Closing Ratio

In Pipeliner CRM, the percentage of successful opportunities closed by an individual, a sales unit or the whole sales team. Example: If someone closes an average of 6 out of 10 opportunities, they have a 60 percent closing ratio.

Compact View

With Pipeliner’s Compact View you can, at a glance, view the last time a prospect was touched, the sales opportunities that involve them, and activity from their running feed (latest internal messages, social CRM updates or emails). Compact View can be applied to opportunities, leads, accounts, contacts, and opportunities within the archive.

Contact

The person at a prospect or customer company with whom you are working on a lead or opportunity. A company can have more than one contact. A contact, of course, can also be an individual person who is a customer. Learn more about contacts.

Contact Position

A contact role in the account employees structure.

CSV File

A CSV stands for a Comma Separated Values. A CSV file is a specially formatted plain text file which stores spreadsheet or basic database-style information in a very simple format.

Custom Field

A field that can be fully customized by the Pipeliner administrator. You can add your custom field into opportunity, lead, account and contact form. Learn more about how to create a custom fields in Pipeliner CRM.

Custom Form

A form that can be fully customized by the Pipeliner administrator. You can add, remove or reorder fields on the opportunity, lead, account and contact form. Learn more about how to customize Pipeliner to your needs.

Custom List

A list, such as a product list or account type list, that can be fully customized to your business needs within Pipeliner CRM. Learn more about customizing lists in Pipeliner.

Currency

The currency system with which your sales opportunities are calculated with (for example, in Dynamic Target). Learn more about setting currency types.

D

Dashboard (also known as Sales KPI Dashboard)

A set of graphic charts which allow evaluation of real time performance of sales opportunities. Learn more about dashboards.

Documents

Any documents saved in Pipeliner sales steps or in account data. Learn more about document management in Pipeliner.

Dynamic Target

The Pipeliner Dynamic Target is a sales tool that enables you to easily measure and estimate your opportunity contribution to your sales goal. Learn more about Dynamic Target.

E

Editor

A sales team member who can edit your opportunities, leads, accounts and contacts.

Exchange Rate List

An exchange rate list is a list of alternative currencies used to calculate the values of opportunities for a sales pipeline during a specific time period.

F

Feed

The Pipeliner CRM Feed displays all tasks, meetings or messages you or your sales team members create in Pipeliner for a certain account. In a feed, you can post in–house messages that are shared with your sales team, which can be commented upon.

Forecast Reports

A Pipeliner feature that provides powerful setting of quotas for all team members, and then tracking quota achievement in real time. Reports can be shared only with specific team members, or across the whole sales unit, depending on preferences. Learn more about Pipeliner CRM reports.

H

History Log

A recorded history of activities made in Pipeliner during working with opportunities, leads, accounts and contacts.

I

Influence link

A graphical representation of influence among account business structure, used in the Pipeliner CRM Buying Center.

K

Key Contact

A person with the highest influence on final sales statement during sale process. Usually assigned directly to the opportunity.

L

Labels

A feature that allows the user to tag each opportunity with the level of its priority:

  • Focus—this is a top priority lead or opportunity that should be worked right away.
  • Hot—this is a hot lead or opportunity that should be worked as buyer is very active.
  • Stalled—the opportunity is stuck from the buyer point of view.

Lead

An unqualified opportunity – a potential customer with the possibility of proceeding to the sales pipeline Learn more about lead management in Pipeliner.

Leads

A place in Pipeline CRM into which leads are imported and kept. Learn more about lead sharing.

Lead Qualifying

The process of qualifying a lead into a sales opportunity. Learn more about lead qualification..

Lead Status

An automatically assigned status based on the position of the lead in the sales cycle.

Lost Reason

In Pipeliner CRM, a lost reason is a reason, for example a price or technical issue, that does not enable you to win the opportunity. Learn more about how to customize your lost reason list.

M

Management Reports

See Sales Reports.

N

Navigator

The first view seen when Pipeliner is opened, Navigator takes CRM far beyond the traditional dashboard view, providing instant intelligence specifically tailored to that user, allowing them to easily navigate complexity and focus immediately, in real-time, on what is most important. Learn more about Pipeliner CRM Navigator

Note

A note is a brief record of facts, topics, or thoughts, written down as an aid to memory. In Pipeliner, the Notes function can be utilized in many features. Read more about Notes and Notes Management in Pipeliner CRM.

Notification

The act of notifying another user about something.

O

Opportunity

The opportunity is a deal that you have the possibility to close. Read more about opportunities.

Opportunity Quick-View

An informative toolbar showing an opportunity’s most important data.

Opportunity Management

The process of tracking an opportunity through the sales pipeline, with the approach of gathering and monitoring the most necessary information to it.

Opportunity Owner

See Owner.

Opportunity Recurrence

An opportunity that is recreated with the same details within a specified time pattern. This allows you to automatically create the later occurrence of the opportunity in your sales pipeline without configuring it again--for example, license renewal once a year.

Opportunity Status

An automatically assigned status based on the position of the opportunity in the sales cycle.

Opportunity Value

A freely modifiable value assigned to the opportunity.

Options

The options are the tools that enable you to order, view, sort and filter the data you currently work with.

Org Chart

A visual Pipeliner feature that allows the user to map the organizational structures within an account. Simply select the contacts associated with the account, and then assign and arrange them according to where they sit in the organization and who they report to. Learn more about the Pipeliner Org Chart.

Owner

A user with the accountability for an opportunity or account.

P

Performance Insights

A powerful Pipeliner feature that allows an instant analysis of how reps or teams compare to one another, who is doing well and who perhaps needs coaching or mentoring. Learn more about Performance Insights.

Pipeliner CRM

Pipeliner is an interactive CRM Software for Sales People that synchronizes your data with Pipeliner web service and makes it available across all your devices on Windows, Mac, iPhone, iPad or Android Smartphones.

Pivot Report

An advanced method for comparing data and sharpening insights across multiple data sets. The pivot table in Pipeliner CRM enables you to summarize your field values into the spreadsheet in order to give a better overview of the sales data. Learn more about Pipeliner CRM reports.

Primary Contact

A contact at a company with the highest influence on purchase approval. Usually assigned directly to the opportunity.

Product Catalog

A feature of Pipeliner CRM that allows you to list your company's products and services, and relate them directly to leads and opportunities. Learn more about using the Product Catalogue.

Profile

A profile is a customizable set of options for viewing Pipeliner CRM data, which can be stored for future use. Learn more about Profiles.

R

Ranked Target

One of the 5 target views available in Pipeliner's Dynamic Target feature. Each rep has the ability to apply a personal ranking to each of their Opportunities, from one to five stars. The Ranked Target shows their level of confidence in their Opportunities. Learn more about Pipeliner’s Dynamic Target functionality.

Ranking

A graphical representation of the likelihood of an opportunity closing, ranked by the user. The ranking is from one to five stars. The highest ranked opportunities or leads should also have also highest priority or value in one's sales cycle.

Real Target

One of the 5 target views available in Pipeliner's Dynamic Target feature. The Real Target represents the actual closed or won opportunities within the defined target time period. Learn more about Pipeliner’s Dynamic Target functionality.

Reminder

In Pipeliner, a function that can be used to remind the user of an event, a meeting or any other task or activity. Reminders are used many places throughout the application.

Role

A category assigned to a user or group of users that defines access privileges to functionality in Pipeliner. Learn more about roles in Pipeliner.

S

Sales Action

A sales action or buyer's action is a single action that buyer needs to take in order to help you to move the opportunity from one step in the process to another. In terms of Pipeliner CRM, it's a custom field within sales opportunity that should help you better qualify your opportunity. Example: Buyer confirms budget.

Sales Activities

See Activity.

Sales Manager

A category assigned to a user or group of users that defines access privileges to functionality in Pipeliner.

Sales Pipeline

A linear-based series of steps that precisely mirror a company's sales process, that track an opportunity all the way from a lead to a close. Learn more about the sales pipeline.

Sales Reports

Reporting is a vitally important part of Pipeliner, and we program it to be available to all users, without having to resort to a CRM administrator or specialist. Sales managers can easily create their own reports and monitor their teams in real time. But reports are not just for sales management—salespeople can greatly benefit from having an easily accessible and customizable sales report at their disposal. This allows every member of the sales team to efficiently manage their own pipelines. Read more about Pipeliner CRM Sales Reports.

Sales Unit

A seller or a group of sellers related to a specific sales region, product, service etc.

Sales Velocity

A Pipeliner feature that allows a sales team to work out (from experience of your best salespeople, and from statistics) how long a sale should take to close, and how long it should take to move through each stage of the sales process. The time frame can be set for each pipeline stage and adjusted as required over time. Read more about Sales Velocity.

Subscription

Subscription is a business model where a customer must pay a subscription price to have access to the Pipeliner services for a specific time.

Synchronization

The two-way process of updating both cloud and local database, when all files are copied in both directions for the purpose of sharing the sales information among all sales team members. Read more about synchronization.

T

Task

See Activity.

Task Recurrence

A recurring task is a task that is one that needs to be regularly done. When the user completes a recurring task, it will automatically roll over to the next date selected.

U

Unweighted Target

One of the 5 target views available in Pipeliner's Dynamic Target feature. The Unweighted Sales Target is the value of all Opportunities in a Pipeline without any closing probability percentages. This can be useful if you have some historical data that says, for example, that a rep closes 10% of all Opportunities. You would look for the Unweighted Sales Target to be at least 10x the goal. Learn more about Pipeliner’s Dynamic Target functionality.

User Right

An user right is a user-defined role with its related access rights to the fields/features within the Pipeliner application. Read more about how to assign a user rights to a Pipeliner user.

W

Watcher

A sales team member who can watch over an opportunity, but cannot edit it.

Weighted Target

One of the 5 target views available in Pipeliner's Dynamic Target feature. The Weighted Target is equal to the sum of the total opportunity values in each sales stage, multiplied by the probability of closure for that sales process stage. Learn more about Pipeliner’s Dynamic Target functionality