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Sales Lead Management Acronyms

AcronymsThese acronyms have been chosen because in some form they relate to the subject of sales lead management.    

ABC: Always Be Closing 

ACV: Annual Contract Value

AE: Account Executive

AIDA: Attention, Interest, Desire, Action

AM: Account Manager

AOV: Average order value

ARPA: Average MRR (monthly recurring revenue) per Account

ARR: Annual recurring revenue

ASP: Application Service Provider

B2B: Business-to-Business

B2C: Business-to-Consumer

B2C2B: Business-to-Consumer-to-Business

BAB: Before-After-Bridge

BANT: Budget-Authority-Need-Timeline

BD: Business development

BDR: Business Development Representative

BoFu:  Bottom Of The Funnel

BR: Bounce rate

CAC: Customer Acquisition Cost

CAN-SPAM: Controlling the Assault of Non-Solicited Pornography And Marketing

CASL: Canadian Anti-Spam Legislation

CCR : Customer Churn Rate

CLTV: Customer Lifetime Value

CLV:  Customer Lifetime Value 

CMO: Chief Marketing Officer

CMRR: Committed Monthly Recurring Revenue

CMS: Content Management System

COB: Close of Business

CoCA: Cost of Customer Acquisition

COS: Content Optimization System

CPA: Cost Per Acquisition or Cost Per Action 

CPC: Cost per click

CPL: Cost per lead

CPM: Cost Per Thousand 

CPV: Cost per view (see also PPV)

CR: Conversion Rate

CRM:  Customer Relationship Management 

CRO: Conversion Rate Optimization

CTA: Call To Action 

CTR: Click through Rate

CX: Customer experience

DM: Direct Mail, or Direct Message (Twitter)

DMP: Data management platform

DNS: Domain Name Server

DR: Direct response

ECPM: Effective CPM

EMM: Enterprise Mobility Management

EPC: Earnings per click

EPM: Earnings per thousand

ERP: Enterprise Resource Planning

ESP: Email service provider

FB: Facebook

FSR: Field Sales Representative

FRM: Financial Risk Manager

FTP: File transfer protocol

FUD: Fear, Uncertainty, Doubt

GA: Google Analytics

HIPPO: Highest paid person's opinion

HTML: Hypertext Markup Language 

ICP: Ideal Customer Profile

ILV: Inbound Lead Velocity

IM: Instant Messaging

IMAP: Internet Message Access Protocol

IP: Intellectual property (or 'Internet Protocol')

IPTV: Internet protocol television

ISP: Internet Service Provider

ISR: Inside Sales Representative

KPI: Key performance indicator

L2RM: Lead to revenue management

LAARC: Listen-Acknowledge-Assess-Respond-Confirm

LDR : Lead Development Representative 

LTV: Lifetime Value

LVR: Lead Velocity Rate

MAP: Marketing Automation Platform

MLM: Multi-level marketing

MoFu: Middle Of The Funnel

MoM: Month-over-month

MQL: Marketing Qualified Lead.

MQR: Marketing Qualification Representative

MRR: Monthly Recurring Revenue

MT: Modified Tweet 

MTD: Month-to-Date

MVT: Multivariate testing

NPS: Net Promoter Score

OEM: Original equipment manufacturer

OKRs: Objectives and Key Results

OS: Operating system (sometimes this is used for 'open source')

P&L: Profit and loss

POS: Point of sale

PPC: Pay Per Click 

PPL:  Pay per lead

PPV:  Pay per view

PR: PageRank

PV: Pageviews

PV: Page View

QoQ: Quarter-over-quarter

QR Code: Quick response code

QS: Quality score

QTD: Quarter-to-Date

RFI: Request for information

RFP: Request for proposal

ROI: Return On Investment 

RON: Run of network

ROS: Run of site

RSS: Really Simple Syndication

RSS: Rich Site Summary

RT: Retweet

RTB: Real time bidding

RTD: Real time data

S2S: Server to server

SaaS: Software As A Service 

SEM: Search Engine Marketing 

SEO: Search engine optimization

SERP: Search Engine Results Page 

SLA: Service Level Agreement

SM: Social media

SMB: Small-to-Medium Business

SMM: Social media marketing

SMO: Social media optimization

SMP: Social media platform

SMS: Short message service

SOV: Share of voice

SOW: Statement of work

SQL: Sales Qualified Lead

SSL: Secure Sockets Layer

TED: Tell me, Explain to me, Describe to me

TLD: Top level domain

ToFu: Top Of The Funnel

TM: Telemarketing

TSR: Telemarketing Sales Representative

TOS: Terms of service

UCD: User-centric design

UGC: User-generated content

UI: User Interface

URL: Uniform Resource Locator

USP:  Unique selling proposition

UV: Unique Visitor

UX: User Experience

VM: Viral marketing

VOD: Video on demand

VoIP: Voice over Internet Protocol

WIIFM: What’s In It For Me?

WOM: Word-of-Mouth

WOMM: Word of mouth marketing

WYSIWYG: What You See Is What You Get 

XML: Extensible Markup Language

YoY: Year-over-Year

YTD: Year-to-Date

Offered by the Sales Lead Management Association:   Member is free.

Photo from:  iStock

 This blog is supported by the generous sponsorship of  OMI - Outward MediaVanillaSoft and Goldmine CRM Software


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