---
title: Lexikon
---

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# Sales- & CRM-Lexikon

Willkommen im umfassenden Sales- & CRM-Lexikon! Hier findest du verständliche Erklärungen zu den wichtigsten Begriffen aus der Sales- und CRM-Welt – ideal für Anfänger und Fortgeschrittene. Von „AE“ über „GTM“ bis hin zu „Win Rate“ decke ich alle relevanten Themen rund um Sales und CRM ab. Mein Lexikon hilft dir, die komplexe Sprache der Sales & CRM-Welt zu verstehen, sodass du professioneller agieren und kommunizieren kannst.

## A

## ABM (Account Based Marketing)

[Details](https://hangar-13.com/blog/abm-account-based-marketing?hsLang=de-de)

## Account Executive

[Details](https://hangar-13.com/blog/account-executive?hsLang=de-de)

## Activity Scoring

[Details](https://hangar-13.com/blog/activity-scoring?hsLang=de-de)

## ACV (Annual Contract Values)

[Details](https://hangar-13.com/blog/acv-annual-contract-value?hsLang=de-de)

## After Sales

[Details](https://hangar-13.com/blog/after-sales?hsLang=de-de)

## AI Sales Agent

[Details](https://hangar-13.com/blog/ai-sales-agent?hsLang=de-de)

## Angebotserstellung

[Details](https://hangar-13.com/blog/angebotserstellung?hsLang=de-de)

## Angebotsverfolgung

[Details](https://hangar-13.com/blog/angebotsverfolgung?hsLang=de-de)

## API-Integration

[Details](https://hangar-13.com/blog/api-integration?hsLang=de-de)

## ARPA (Average Revenue Per Account)

[Details](https://hangar-13.com/blog/arpa-average-revenue-per-account?hsLang=de-de)

## ARR (Annual Recurring Revenue)

[Details](https://hangar-13.com/blog/arr-annual-recurring-revenue?hsLang=de-de)

## Automatisierung

[Details](https://hangar-13.com/blog/automatisierung?hsLang=de-de)

## B

## B2B (Business-to-Business)

[Details](https://hangar-13.com/blog/b2b-business-to-business?hsLang=de-de)

## BANT

[Details](https://hangar-13.com/blog/bant?hsLang=de-de)

## BDR (Business Development Representative)

[Details](https://hangar-13.com/blog/bdr-business-development-representative?hsLang=de-de)

## Bowtie-Modell

[Details](https://hangar-13.com/blog/bowtie-modell?hsLang=de-de)

## Budget

[Details](https://hangar-13.com/blog/budget?hsLang=de-de)

## Business Case

[Details](https://hangar-13.com/blog/business-case?hsLang=de-de)

## Business Impact

[Details](https://hangar-13.com/blog/business-impact?hsLang=de-de)

## Business Qualification

[Details](https://hangar-13.com/blog/business-qualification?hsLang=de-de)

## Buyer Company

[Details](https://hangar-13.com/blog/buyer-company?hsLang=de-de)

## Buyer Persona

[Details](https://hangar-13.com/blog/buyer-persona?hsLang=de-de)

## C

## C-Level

[Details](https://hangar-13.com/blog/c-level?hsLang=de-de)

## CAC (Customer Acquisition Cost)

[Details](https://hangar-13.com/blog/cac-customer-acquisition-cost?hsLang=de-de)

## CAC Payback

[Details](https://hangar-13.com/blog/cac-payback?hsLang=de-de)

## Cadence

[Details](https://hangar-13.com/blog/cadence?hsLang=de-de)

## Call Skript

[Details](https://hangar-13.com/blog/call-skript?hsLang=de-de)

## CCAC Payback

[Details](https://hangar-13.com/blog/ccac-payback?hsLang=de-de)

## Challenger Sale

[Details](https://hangar-13.com/blog/challenger-sale?hsLang=de-de)

## Churn

[Details](https://hangar-13.com/blog/churn?hsLang=de-de)

## Churn Rate

[Details](https://hangar-13.com/blog/churn-rate?hsLang=de-de)

## Closing

[Details](https://hangar-13.com/blog/closing?hsLang=de-de)

## Cloud-CRM

[Details](https://hangar-13.com/blog/cloud-crm?hsLang=de-de)

## CLV (Customer Lifetime Value)

[Details](https://hangar-13.com/blog/clv-customer-lifetime-value?hsLang=de-de)

## Cold Calling

[Details](https://hangar-13.com/blog/cold-calling?hsLang=de-de)

## Commitment

[Details](https://hangar-13.com/blog/commitment?hsLang=de-de)

## Consequences of Failure

[Details](https://hangar-13.com/blog/consequences-of-failure?hsLang=de-de)

## Consultative Selling

[Details](https://hangar-13.com/blog/consultative-selling?hsLang=de-de)

## Content-Marketing

[Details](https://hangar-13.com/blog/content-marketing?hsLang=de-de)

## Conversion Rate

[Details](https://hangar-13.com/blog/conversion-rate?hsLang=de-de)

## Cost of Delay

[Details](https://hangar-13.com/blog/cost-of-delay?hsLang=de-de)

## Cost of Inaction

[Details](https://hangar-13.com/blog/cost-of-inaction?hsLang=de-de)

## CPP (Cost per Pipeline generated)

[Details](https://hangar-13.com/blog/cpp-cost-per-pipeline-generated?hsLang=de-de)

## CRM (Customer Relationship Management)

[Details](https://hangar-13.com/blog/crm-customer-relationship-management?hsLang=de-de)

## CRM-Analytics

[Details](https://hangar-13.com/blog/crm-analytics?hsLang=de-de)

## CRM-Integration

[Details](https://hangar-13.com/blog/crm-integration?hsLang=de-de)

## CRM-Migration

[Details](https://hangar-13.com/blog/crm-migration?hsLang=de-de)

## CRO (Chief Revenue Officer)

[Details](https://hangar-13.com/blog/cro-chief-revenue-officer?hsLang=de-de)

## Cross-Functional Selling

[Details](https://hangar-13.com/blog/cross-functional-selling?hsLang=de-de)

## Cross-Selling

[Details](https://hangar-13.com/blog/cross-selling?hsLang=de-de)

## CSAT (Customer Satisfaction Score)

[Details](https://hangar-13.com/blog/csat-customer-satisfaction-score?hsLang=de-de)

## CSQL (Cohort SQL)

[Details](https://hangar-13.com/blog/csql-cohort-sql?hsLang=de-de)

## Customer Experience

[Details](https://hangar-13.com/blog/customer-experience?hsLang=de-de)

## Customer Journey

[Details](https://hangar-13.com/blog/customer-journey?hsLang=de-de)

## Customer Relationship Score

[Details](https://hangar-13.com/blog/customer-relationship-score?hsLang=de-de)

## Customer Retention

[Details](https://hangar-13.com/blog/customer-retention?hsLang=de-de)

## Customer Success

[Details](https://hangar-13.com/blog/customer-success?hsLang=de-de)

## D

## Data Enrichment

[Details](https://hangar-13.com/blog/data-enrichment?hsLang=de-de)

## Data-Driven Sales

[Details](https://hangar-13.com/blog/data-driven-sales?hsLang=de-de)

## Datenintegration

[Details](https://hangar-13.com/blog/datenintegration?hsLang=de-de)

## Datenqualität

[Details](https://hangar-13.com/blog/datenqualit%C3%A4t?hsLang=de-de)

## Datenschutz

[Details](https://hangar-13.com/blog/datenschutz?hsLang=de-de)

## Datenvisualisierung

[Details](https://hangar-13.com/blog/datenvisualisierung?hsLang=de-de)

## Deal

[Details](https://hangar-13.com/blog/deal?hsLang=de-de)

## Deal Review

[Details](https://hangar-13.com/blog/deal-review?hsLang=de-de)

## Deal Scoring

[Details](https://hangar-13.com/blog/deal-scoring?hsLang=de-de)

## Deal-Management

[Details](https://hangar-13.com/blog/deal-management?hsLang=de-de)

## Dealsize

[Details](https://hangar-13.com/blog/dealsize?hsLang=de-de)

## DMU (Decision Making Unit)

[Details](https://hangar-13.com/blog/dmu-decision-making-unit?hsLang=de-de)

## Demo

[Details](https://hangar-13.com/blog/demo?hsLang=de-de)

## Digitale Transformation im Sales

[Details](https://hangar-13.com/blog/digitale-transformation-im-sales?hsLang=de-de)

## Discovery

[Details](https://hangar-13.com/blog/discovery?hsLang=de-de)

## Discovery Framework

[Details](https://hangar-13.com/blog/discovery-framework?hsLang=de-de)

## Disqualifizierung

[Details](https://hangar-13.com/blog/disqualifizierung?hsLang=de-de)

## Downselling

[Details](https://hangar-13.com/blog/downselling?hsLang=de-de)

## DSGVO im Sales

[Details](https://hangar-13.com/blog/dsgvo-im-sales?hsLang=de-de)

## E

## E-Mail-Kampagnen

[Details](https://hangar-13.com/blog/e-mail-kampagnen?hsLang=de-de)

## Einwand

[Details](https://hangar-13.com/blog/einwand?hsLang=de-de)

## Einwandbehandlung

[Details](https://hangar-13.com/blog/einwandbehandlung?hsLang=de-de)

## Elevator Pitch

[Details](https://hangar-13.com/blog/elevator-pitch?hsLang=de-de)

## Enterprise

[Details](https://hangar-13.com/blog/enterprise?hsLang=de-de)

## Entscheider

[Details](https://hangar-13.com/blog/entscheider?hsLang=de-de)

## eSignature

[Details](https://hangar-13.com/blog/esignature?hsLang=de-de)

## Evaluation Process

[Details](https://hangar-13.com/blog/evaluation-process?hsLang=de-de)

## Executive Connect

[Details](https://hangar-13.com/blog/executive-connect?hsLang=de-de)

## F

## Feedback-Management

[Details](https://hangar-13.com/blog/feedback-management?hsLang=de-de)

## Flywheel

[Details](https://hangar-13.com/blog/flywheel?hsLang=de-de)

## Follow Up

[Details](https://hangar-13.com/blog/follow-up?hsLang=de-de)

## Forecast Probability

[Details](https://hangar-13.com/blog/forecast-probability?hsLang=de-de)

## Forecasting

[Details](https://hangar-13.com/blog/forecasting?hsLang=de-de)

## Framing

[Details](https://hangar-13.com/blog/framing?hsLang=de-de)

## G

## GRR (Gross Revenue Retention)

[Details](https://hangar-13.com/blog/grr-gross-revenue-retention?hsLang=de-de)

## GTM (Go-to-Market)

[Details](https://hangar-13.com/blog/gtm-go-to-market?hsLang=de-de)

## H

## Head of Sales

[Details](https://hangar-13.com/blog/head-of-sales?hsLang=de-de)

## I

## ICP (Ideal Customer Profile)

[Details](https://hangar-13.com/blog/icp-ideal-customer-profile?hsLang=de-de)

## Inbound-Marketing

[Details](https://hangar-13.com/blog/inbound-marketing?hsLang=de-de)

## Intent to buy

[Details](https://hangar-13.com/blog/intent-to-buy?hsLang=de-de)

## J

## JTBD (Jobs to be Done)

[Details](https://hangar-13.com/blog/jtbd-jobs-to-be-done?hsLang=de-de)

## K

## Kaufsignal

[Details](https://hangar-13.com/blog/kaufsignal?hsLang=de-de)

## KDM (Key Decision Maker)

[Details](https://hangar-13.com/blog/kdm-key-decision-maker?hsLang=de-de)

## Key-Account-Management

[Details](https://hangar-13.com/blog/key-account-management?hsLang=de-de)

## Kontaktmanagement

[Details](https://hangar-13.com/blog/kontaktmanagement?hsLang=de-de)

## KPI (Key Performance Indicator)

[Details](https://hangar-13.com/blog/kpi-key-performance-indicator?hsLang=de-de)

## Kundenlebenszyklus

[Details](https://hangar-13.com/blog/kundenlebenszyklus?hsLang=de-de)

## Kundensegmentierung

[Details](https://hangar-13.com/blog/kundensegmentierung?hsLang=de-de)

## Kundenzufriedenheit

[Details](https://hangar-13.com/blog/kundenzufriedenheit?hsLang=de-de)

## Kundenzufriedenheitsanalyse

[Details](https://hangar-13.com/blog/kundenzufriedenheitsanalyse?hsLang=de-de)

## KI (Künstliche Intelligenz)

[Details](https://hangar-13.com/blog/ki-k%C3%BCnstliche-intelligenz?hsLang=de-de)

## L

## Lagging Indicators

[Details](https://hangar-13.com/blog/lagging-indicators?hsLang=de-de)

## Lead

[Details](https://hangar-13.com/blog/lead?hsLang=de-de)

## Lead-Magnet

[Details](https://hangar-13.com/blog/lead-magnet?hsLang=de-de)

## Lead-Management

[Details](https://hangar-13.com/blog/lead-management?hsLang=de-de)

## Lead-Scoring

[Details](https://hangar-13.com/blog/lead-scoring?hsLang=de-de)

## Leading Indicators

[Details](https://hangar-13.com/blog/leading-indicators?hsLang=de-de)

## Loyalty-Programme

[Details](https://hangar-13.com/blog/loyalty-programme?hsLang=de-de)

## LVR (Lead Velocity Rate)

[Details](https://hangar-13.com/blog/lvr-lead-velocity-rate?hsLang=de-de)

## M

## Managed Services

[Details](https://hangar-13.com/blog/managed-services?hsLang=de-de)

## MEDDIC

[Details](https://hangar-13.com/blog/meddic?hsLang=de-de)

## MEDDPICC

[Details](https://hangar-13.com/blog/meddpicc?hsLang=de-de)

## Message Market Fit

[Details](https://hangar-13.com/blog/message-market-fit?hsLang=de-de)

## Mobile-CRM

[Details](https://hangar-13.com/blog/mobile-crm?hsLang=de-de)

## MoM (Month over Month)

[Details](https://hangar-13.com/blog/mom-month-over-month?hsLang=de-de)

## MQL (Marketing Qualified Lead)

[Details](https://hangar-13.com/blog/mql-marketing-qualified-lead?hsLang=de-de)

## MRR (Monthly Recurring Revenue)

[Details](https://hangar-13.com/blog/mrr-monthly-recurring-revenue?hsLang=de-de)

## Mutual Action Plan

[Details](https://hangar-13.com/blog/mutual-action-plan?hsLang=de-de)

## N

## Narrative

[Details](https://hangar-13.com/blog/narrative?hsLang=de-de)

## Neukundengewinnung

[Details](https://hangar-13.com/blog/neukundengewinnung?hsLang=de-de)

## New Business

[Details](https://hangar-13.com/blog/new-business?hsLang=de-de)

## NPS (Net Promoter Score)

[Details](https://hangar-13.com/blog/nps-net-promoter-score?hsLang=de-de)

## NRR (Net Revenue Retention)

[Details](https://hangar-13.com/blog/nrr-net-revene-retention?hsLang=de-de)

## O

## On-Premise-CRM

[Details](https://hangar-13.com/blog/on-premise-crm?hsLang=de-de)

## Onboarding-Prozess

[Details](https://hangar-13.com/blog/onboarding-prozess?hsLang=de-de)

## Opportunity-Management

[Details](https://hangar-13.com/blog/opportunity-management?hsLang=de-de)

## Outbound-Marketing

[Details](https://hangar-13.com/blog/outbound-marketing?hsLang=de-de)

## Outreach

[Details](https://hangar-13.com/blog/outreach?hsLang=de-de)

## P

## Pain Solution Fit

[Details](https://hangar-13.com/blog/pain-solution-fit?hsLang=de-de)

## Partner-Management

[Details](https://hangar-13.com/blog/partner-management?hsLang=de-de)

## Personas

[Details](https://hangar-13.com/blog/personas?hsLang=de-de)

## Pipeline-Management

[Details](https://hangar-13.com/blog/pipeline-management?hsLang=de-de)

## Pitch

[Details](https://hangar-13.com/blog/pitch?hsLang=de-de)

## POC (Proof of Concept)

[Details](https://hangar-13.com/blog/poc-proof-of-concept?hsLang=de-de)

## Präsentation

[Details](https://hangar-13.com/blog/pr%C3%A4sentation?hsLang=de-de)

## Product Market Fit

[Details](https://hangar-13.com/blog/product-market-fit?hsLang=de-de)

## Q

## Qualification Call

 Details

## Quartalsziele

 Details

## R

## Referenz Call

 Details

## Retention

 Details

## RFP (Request for Proposal)

 Details

## ROI (Return on Investment)

 Details

## S

## SaaS (Software as a Service)

 Details

## Sales Berichte

 Details

## Sales Cycle

 Details

## Sales Dashboards

 Details

## Sales Datenanalyse

 Details

## Sales Enablement

 Details

## Sales Funnel

 Details

## Sales Pitch

 Details

## Sales Prozesse

 Details

## Sales Tools

 Details

## Sales-Automatisierung

 Details

## SAM (Serviceable Available Market)

 Details

## SDR (Sales Development Representative)

 Details

## SE (Solution Engineer)

 Details

## Segmented Lead Velocity Rate (SLVR)

 Details

## Sequenzen

 Details

## SLA (Service-Level-Agreement)

 Details

## Signals

 Details

## SLA-Management

 Details

## Slipped Deal

 Details

## SMB (Small and Medium-sized Businesses)

 Details

## Social Selling

 Details

## Solution Selling

 Details

## SOM (Serviceable Obtainable Market)

 Details

## SPIN Selling

 Details

## Stage

 Details

## Stage Probabilty

 Details

## T

## TAM (Total Available Market)

 Details

## Technical Qualification

 Details

## Timeline for Decision

 Details

## TTV (Time to Value)

 Details

## U

## Upselling

 Details

## Urgent Pain

 Details

## Use Case

 Details

## V

## Value Proposition

 Details

## Value Selling

 Details

## Verhandlung

 Details

## Vertragsmanagement

 Details

## Vertriebsansätze

 Details

## Vertriebsmethoden

 Details

## Vertriebsreporting

 Details

## Vertriebsstrategie

 Details

## Vertriebstrichter

 Details

## VP (Vice President)

 Details

## W

## Wertversprechen

 Details

## Win Rate

 Details

## Workflow-Automatisierung

 Details

## X

## Y

## Z

## Zielgruppenanalyse

 Details

## Zielvereinbarungen

 Details

## Workflow-Automatisierung

 Details

---

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