Pipeliner CRM Glossary

A

Account

A customer, the individual or company, your are working on a lead or opportunity with. Read 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. Read more about account industry.

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. Read more about account management.

Account Type

An account type is a customer, be it a individual or company, that you are connected to in regards to leads or opportunities (e.g. new customer, existing customer, etc.). Read about how to customize your account type list.

Activity

An activity is an act of assigning special to-do action related to the sales lead or sales opportunity.

Activities

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

Activity Type

An activity type is an activity, be it an event or task, related to the sales lead or opportunity.Read about how to customize your activity type list.

B

Buying Center

The buying center panel enables to show the employee network/relationship within an organization and how it relates to the opportunity.

C

Closing Date

An expected date of closing opportunity.

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.

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. Read more about contacts.

Contact Position

A contact role in the account employees structure.

Contacts & Impact

A opinion on customer built upon the two-way customer-seller experienced behavior.

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. Read more about how to create a CSV file from your current data.

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. Read more about how to customize Pipeliner to your business needs.

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. Read more about how to customize Pipeliner to your needs.

Custom List

A list, be it a product list or account type, tha can be fully customized to your business needs.Read more about how to customize your custom lists in Pipeliner.

Customer portal

An online admin service running in the cloud that enables you to setup your pipeline, its settings and administering the accounts. Read more about how to administrate your sales pipeline.

Currency

A currency is a main currency with which all your sales opportunities are calculated with (e.g. in dynamic target). Read more about currency.

D

Dashboard

A board of unique charts which evaluates real time performance of sales opportunities in pipeline through animated 3D charts. Read more about dashboards.

Documents

A user defined formal document that outlines the opportunity information related to the each sales step. Read more about documents in Pipeliner.

Dynamic Target

A dynamic target is a sales tool that enables you to easily measure and estimate your opportunity contribution to your sales goal. Read more about dynamic target.

Dynamic Target Goal

A special freely modifiable time-based value towards which sales force is headed. Read more about dynamic target goal.

E

Editor

A sales team member who can edit your opportunities, leads, accounts and contacts. Read more about the sharing option in Pipeliner.

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

Pipeliner feed displays all tasks, meetings or messages you or your sales team members create in Pipeliner. In a feed, you can post in–house message that are shared with your sales team and these messages can be commented.

H

History Log

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

Hit-Rate Manager

A Hit-Rate Manager is a sales analytics tool that allows you to create, analyze and track the activity performance reports of your sales team. Read more about hit-rate manager.

I

Influence link

A graphical representation of influence among account business structure.

K

Key Contact

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

L

Lead

An unqualified opportunity – potential customer with a high possibility to proceed to the sales pipeline. Read more about leads.

Leads

A storage or a place where are imported and kept leads. Read more about lead sharing.

Lead Qualifying

The process of qualifying lead into the sales opportunity. Read more about how to qualify lead into the sales opportunity. Read more about lead qualification.

Lead Status

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

Lost Leads

A place where you can find all your lost leads.

Lost Reason

A lost reason is a reason, be it a price or technical issue, that does not enable you to won the opportunity. Read more about how to customize your lost reason list.

M

Management Reports

A sales record based on the sales performance analysis which includes main sales opportunities’ information. Read more about management reports.

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. Read more about the archive.

N

Note

A brief record of facts, topics, or thoughts, written down as an aid to memory.

Notes management

A strategic approach on how to capture each note on a one place.

Notification

The act of notifying user about something important which more or less should be resolved.

O

Opportunity

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

Opportunity Extract

An informative toolbar showing the most important data of the opportunity.

Opportunity Management

A process of tracking the opportunity all along pipeline with the approach of gathering and monitoring most necessary information to it.

Opportunity Owner

A sales person with the accountability for an opportunity.

Opportunity Products & Services

A type of a product or a service related to the opportunity sale. Read more about how to customize the opportunity product list.

Opportunity Recurrence

Setup of an opportunity to appear on sales pipeline repeatedly according to a time period.

Opportunity Report

Ability to export data from opportunity to a report document.

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.

P

Pipeliner

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.

Profile

A profile stores your options settings for future use.

R

Ranked Target

A dynamic target calculating ranked value i.e the sum of all opportunities values according to the position in sales pipeline, it’s sales step probability of closure, the target date period definition and the ranking of the opportunity itself.

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.

Reactivation

A process of renewal closed opportunities from pipeline archive back to the sales pipeline. Read more about reactivation.

Real Target

A dynamic target calculating the real value i.e. the sum of all won opportunity values within a given target range.

Relations

A storage or a place where are kept all qualified contacts and accounts related to the sale process, opportunities eventually leads. The Relations is a place to gather all contacts and accounts in order to maintain their details and special information.

Reminder

A note to remind something to do connected to the opportunity or lead.

S

Sales

A process involving satisfying customer needs in order to successfully close the opportunity.

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.

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.

Sales 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. Read more about sales pipeline.

Sales Pipeline Archive

A storage or a place where are kept all closed opportunities. Read more about archive.

Sales Pipeline Management

A process of maintenance pipeline itself with the focus on sales activities such as opportunity performance trends or effectiveness.

Sales Rep

A seller usually a member of sales force or sales team.

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. Read more about sales role.

Sales Step

A structural part of a sales cycle e.g. pipeline. Read more about sales step.

Sales Team

The group of sales rep with sales manager which are involved in selling process of one opportunity.

Sales Unit

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

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 in a purpose of sharing the sales information among all sales team members. Read more about synchronization.

T

Task

The act of assigning special to-do action related to the lead, opportunity or acquisition. Read more about tasks.

Task Management

A process of maintenance to-do actions related to the whole sales cycle.

Task Type

An automatically assigned type based on the place where was task created.

Timeline

A linear representation of opportunities closing dates.

Topic

A topic is a message send out via Pipeliner to your sales team. Find out how to post a topic in Pipeliner.

U

Unweighted Target

A dynamic target calculates the unweighted value i.e. the sum of all opportunity values according to the target date period definition.

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 your opportunity, but cannot edit them. Read more about the sharing option in Pipeliner.

Weighted Target

A dynamic target calculating the weighted value i.e. the sum of all opportunities values according to the position in sales pipeline, it’s sales step probability of closure and the target date period definition.