CRM Sales Pipeline and Automation Flashcards

What is a 'sales pipeline' in CRM terminology?

Answer: A visual representation of where each prospect is in the sales process

A sales pipeline is a structured visual model showing all active sales opportunities organized by their current stage in the sales process.

What does 'pipeline stage' refer to in CRM sales management?

Answer: A defined step in the sales process that an opportunity must pass through

Pipeline stages represent the discrete steps in a sales process — such as Prospecting, Proposal, Negotiation, and Closed — that define where an opportunity stands.

What is 'lead scoring' in CRM sales automation?

Answer: Assigning numeric values to leads based on their likelihood to convert into customers

Lead scoring assigns points to leads based on firmographic data and behavioral signals — like website visits or email engagement — to help sales reps prioritize the most sales-ready prospects.

What is 'sales forecasting' in CRM?

Answer: Predicting future revenue based on current pipeline data and historical win rates

Sales forecasting uses pipeline data, deal size, stage probabilities, and historical performance to predict how much revenue will close within a given period.

What does 'opportunity probability' represent in CRM pipeline management?

Answer: The estimated likelihood (%) that a deal will close successfully

Opportunity probability is a percentage estimate — often tied to pipeline stage — representing how likely a given deal is to close successfully, used in weighted forecasting calculations.

What is 'email sequence automation' in CRM sales tools?

Answer: A pre-programmed series of emails sent to prospects at scheduled intervals automatically

Email sequence automation sends a series of personalized outreach emails to prospects at defined intervals automatically, nurturing leads through the funnel without manual effort.