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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)

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Account Executive

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Activity Scoring

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ACV (Annual Contract Values)

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After Sales

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AI Sales Agent

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Angebotserstellung

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Angebotsverfolgung

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API-Integration

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ARPA (Average Revenue Per Account)

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ARR (Annual Recurring Revenue)

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Automatisierung

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B

B2B (Business-to-Business)

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BANT

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BDR (Business Development Representative)

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Bowtie-Modell

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Budget

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Business Case

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Business Impact

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Business Qualification

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Buyer Company

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Buyer Persona

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C

C-Level

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CAC (Customer Acquisition Cost)

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CAC Payback

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Cadence

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Call Skript

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CCAC Payback

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Challenger Sale

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Churn

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Churn Rate

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Closing

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Cloud-CRM

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CLV (Customer Lifetime Value)

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Cold Calling

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Commitment

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Consequences of Failure

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Consultative Selling

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Content-Marketing

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Conversion Rate

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Cost of Delay

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Cost of Inaction

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CPP (Cost per Pipeline generated)

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CRM (Customer Relationship Management)

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CRM-Analytics

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CRM-Integration

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CRM-Migration

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CRO (Chief Revenue Officer)

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Cross-Functional Selling

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Cross-Selling

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CSAT (Customer Satisfaction Score)

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CSQL (Cohort SQL)

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Customer Experience

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Customer Journey

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Customer Relationship Score

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Customer Retention

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Customer Success

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D

Data Enrichment

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Data-Driven Sales

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Datenintegration

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Datenqualität

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Datenschutz

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Datenvisualisierung

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Deal

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Deal Review

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Deal Scoring

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Deal-Management

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Dealsize

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DMU (Decision Making Unit)

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Demo

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Digitale Transformation im Sales

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Discovery

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Discovery Framework

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Disqualifizierung

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Downselling

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DSGVO im Sales

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E

E-Mail-Kampagnen

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Einwand

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Einwandbehandlung

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Elevator Pitch

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Enterprise

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Entscheider

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eSignature

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Evaluation Process

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Executive Connect

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F

Feedback-Management

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Flywheel

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Follow Up

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Forecast Probability

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Forecasting

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Framing

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G

GRR (Gross Revenue Retention)

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GTM (Go-to-Market)

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H

Head of Sales

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I

ICP (Ideal Customer Profile)

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Inbound-Marketing

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Intent to buy

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J

JTBD (Jobs to be Done)

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K

Kaufsignal

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KDM (Key Decision Maker)

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Key-Account-Management

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Kontaktmanagement

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KPI (Key Performance Indicator)

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Kundenlebenszyklus

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Kundensegmentierung

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Kundenzufriedenheit

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Kundenzufriedenheitsanalyse

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KI (Künstliche Intelligenz)

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L

Lagging Indicators

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Lead

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Lead-Magnet

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Lead-Management

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Lead-Scoring

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Leading Indicators

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Loyalty-Programme

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LVR (Lead Velocity Rate)

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M

Managed Services

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MEDDIC

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MEDDPICC

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Message Market Fit

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Mobile-CRM

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MoM (Month over Month)

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MQL (Marketing Qualified Lead)

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MRR (Monthly Recurring Revenue)

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Mutual Action Plan

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N

Narrative

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Neukundengewinnung

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New Business

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NPS (Net Promoter Score)

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NRR (Net Revenue Retention)

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O

On-Premise-CRM

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Onboarding-Prozess

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Opportunity-Management

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Outbound-Marketing

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Outreach

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P

Pain Solution Fit

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Partner-Management

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Personas

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Pipeline-Management

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Pitch

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POC (Proof of Concept)

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Präsentation

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Product Market Fit

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Q

Qualification Call

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Quartalsziele

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R

Referenz Call

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Retention

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RFP (Request for Proposal)

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ROI (Return on Investment)

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S

SaaS (Software as a Service)

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Sales Berichte

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Sales Cycle

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Sales Dashboards

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Sales Datenanalyse

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Sales Enablement

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Sales Funnel

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Sales Pitch

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Sales Prozesse

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Sales Tools

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Sales-Automatisierung

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SAM (Serviceable Available Market)

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SDR (Sales Development Representative)

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SE (Solution Engineer)

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Segmented Lead Velocity Rate (SLVR)

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Sequenzen

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SLA (Service-Level-Agreement)

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Signals

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SLA-Management

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Slipped Deal

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SMB (Small and Medium-sized Businesses)

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Social Selling

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Solution Selling

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SOM (Serviceable Obtainable Market)

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SPIN Selling

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Stage

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Stage Probabilty

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T

TAM (Total Available Market)

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Technical Qualification

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Timeline for Decision

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TTV (Time to Value)

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U

Upselling

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Urgent Pain

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Use Case

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V

Value Proposition

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Value Selling

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Verhandlung

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Vertragsmanagement

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Vertriebsansätze

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Vertriebsmethoden

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Vertriebsreporting

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Vertriebsstrategie

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Vertriebstrichter

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VP (Vice President)

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W

Wertversprechen

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Win Rate

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Workflow-Automatisierung

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X

Y

Z

Zielgruppenanalyse

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Zielvereinbarungen

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Workflow-Automatisierung

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