CRM (Customer Relationship Management)
CRM is a technology and strategy for managing a company's interactions with current and potential customers. CRM systems centralize contact information, track interactions, manage sales pipelines, and automate workflows. Modern CRMs integrate with marketing, customer service, and analytics tools to provide a 360-degree view of the customer journey.
Related Hivanced Feature
Hivanced CRMRelated Terms
Lead Scoring
Lead scoring is a methodology used by sales and marketing teams to assign a numerical value to each lead based on their behavior, engagement level, and demographic fit. Higher scores indicate leads more likely to convert into customers. Scoring criteria typically include email opens, website visits, form submissions, company size, and job title. This helps sales teams prioritize outreach and focus on the most promising prospects.
Sales Funnel
A sales funnel represents the journey potential customers take from first awareness of a product or service to making a purchase. Typical stages include Awareness, Interest, Consideration, Intent, Evaluation, and Purchase. Each stage narrows the pool of prospects, forming a funnel shape. CRM systems track leads through funnel stages to optimize conversion at each step.
Marketing Qualified Lead (MQL)
A Marketing Qualified Lead is a prospect who has been identified by the marketing team as more likely to become a customer based on their engagement with marketing activities. MQLs typically show interest through actions like downloading content, attending webinars, or visiting pricing pages. When an MQL meets additional criteria, it becomes a Sales Qualified Lead (SQL).