The key terminology in Sell relates to leads, contacts, and deals (see Understanding leads, contacts, and deals). Use the following glossary to understand the relationships and meanings of this terminology.
- A contact can be a person or a company. A person contact and a company contact can be linked so that you can see who works at a specific company. A contact can be associated with one or more deals (see Understanding and using the prospect and customer statuses).
- When a deal is won, the associated contact is labelled Customer. A customer can become a past customer if manually set by a Sell user. A customer can also become a non-customer if there are no deals associated with that contact.
- A deal is an opportunity or potential sale, and is the entity that you track through your sales pipeline. A deal can have one or more contacts (see Prospect).
- Engaging prospects with an automated, personalized, outreach by creating and automating email sequences is called engagement (see Setting up sequences in Sell and Enrolling Sell leads and contacts in sequences).
- Building complete profiles of leads or contacts and replacing outdated information with relevant, up-to-date contact information is called enriching (see Using Sales Engagement Tools (Reach) for enriching).
You can use groups in two different ways in Sell:
- Group by information – this group type allows you to segment and report on a particular object (a sales rep for example)
- Group by role – this type of group is permission based (such as admin, for example)
- A lead is a person or company that has never worked with your organization. When qualified, a lead converts to a contact.
- A prospect is a contact with an active deal. If the deal stage moves to lost or unqualified, the prospect then becomes a lost prospect (see Using Sales Engagement Tools (Reach) for prospecting).
- Sell user roles are based on permissions (such as admin).
- A series of automated tasks to help streamline a workflow designed to engage leads and contacts. For example creating a timeline for follow up phone calls, sending emails, and making connections (see Setting up sequences in Sell).
- Sales triggers automate specific parts of the workflow of a sales rep. When a trigger event occurs (such as a deal being updated to a certain value), this prompts the evaluation of the trigger conditions and, if the trigger conditions are met, it carries out the action that was predefined by an admin (see Popular recipes for Sell sales triggers) .
The following diagram shows the progression in Sell from lead to customer: