Debbie Qaqish,  Pedowitz Group’s Chief Marketing Strategist, Joins the Sales Lead Management Association’s Board of Advisors
Funnel Radio Lineup August 3, 2017

169 Must-Know Acronyms (What the hell does that acronym mean?)

Sales, Marketing,  Sales Lead Management, some IT and some Curious Acronyms 

IStock_84714737_MEDIUMABC: Always Be Closing 

ACV: Annual Contract Value

AE: Account Executive

AIDA: Attention/Awareness, Interest, Desire, Action

AMA: American Marketing Association

AM: Account Manager

AOV: Average order value

API: Application Programming Interface

AR: Augmented reality

ARPA: Average MRR (monthly recurring revenue) per Account

AI: Artifical Intelligence

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: Coined by HubSpot, a 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)

BMA: Business Marketing Association+A46

DMP: Data management platform

DNS:  Domain name system or Domain Name Server

DR: Direct response

ECPM: Effective CPM

EOB: End of Business

EPC: Earnings per click

EPM:  Earnings per thousand

ESP: Email service provider

FAB: Features, Advantages, Benefits

FB: Facebook

FM: Field Marketing

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

LAIR: Listen-Acknowledge-Identify the objection-Reverse the objection

LDR:  Lead Development Representative 

LTV: Lifetime Value (of a customer)

LTV:CAC: Ratio of Lifetime Value to Customer Acquisition Cost

MI: Machine Intelligence

Ml: Machine Learning

MI: Marketing Intelligence

LVR: Lead Velocity Rate

MAP: Marketing Automation Platform

MLM: Multi-level marketing

MOM: Marketing Operations Management

MoFu:  Middle Of The Funnel

MoM:  Month on month or 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 also 'open source')

PICNIC: Problem in Chair Not in Computer

P&L: Profit and loss

PHP: PHP Hypertext Preprocessor

POS: Point of sale

PPC:  Pay Per Click 

PPL: Pay per lead

PPV: Pay per view

PR: Public Relations

PR: PageRank

PV: Page View

QA : Quality assurance

QoQ: Quarter-over-Quarter

QR Code: Quick Response Barcode

QS : Quality score

QSL: Qualified Sales Lead

QTD: Quarter-to-Date

RFI: Request for information

RFP:  Request for proposal

ROI:  Return On Investment 

RON: Run of network

ROR: Ruby on Rails 

ROS: Run of site

RSS: Really Simple Syndication

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

SLMA:  Sales Lead Management Association

SLM: Sales Lead Management

SM:  Social media

SMB: Small-to-Medium Business

SME: Small / medium enterprise. (aka SMB = ‘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

SPIN: Situation, Problem, Implication, Need

SQL: Sales qualified lead

SSL: Secure Sockets Layer

SSP: Supply-side platform

SWOT:  Strengths, Weaknesses, Opportunities, Threats

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

TLD: Top level domain

ToFu: Top Of The Funnel

TM: Telemarketing

TSR: Telemarketing Service 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

WFH:  Work from home

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 on year

YoY: Year-over-Year

YTD:  Year to date

Know some more Marketing and Sales  acronyms we can't do without?  Let us know and we'll update this listing with your name.  Please no more than three at a time!



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