HubSpot Sales flashcards
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31 cards. Read the term and the definition here. The deck at the top of this page is optional.
- Sales Hub tiers
- Starter, Professional, and Enterprise. Sequences and basic tools are available from Starter; playbooks, custom reporting, and forecasting from Professional; custom objects and predictive scoring from Enterprise.
- Sequence vs. workflow
- A sequence is a one-to-one email and task cadence for an individual contact. A workflow is object-wide automation that can branch, use delays, and act on any record type.
- Personalization token
- A placeholder such as {{contact.firstname}} that resolves from the associated record when an email sends. If the property is empty, the configured fallback value is used instead.
- Meetings link
- A bookable scheduling page tied to a connected calendar and availability settings. A booking creates a meeting activity, assigns the owner, and can trigger automation.
- Document tracking
- Sharing a Sales Hub document as a tracked link records per-recipient views and time spent. View data appears on the contact timeline and in document analytics.
- Snippet
- A saved block of reusable text inserted into an email with a shortcut. Snippets can include personalization tokens and are shared across the team or kept personal.
- Forecast categories
- Deal-level selections such as Pipeline, Best Case, Commit, Closed Won, and Closed Lost. Reps submit them per period and managers roll them up against quota targets.
- Call outcome and disposition
- The logged result of a call, such as connected, voicemail, or busy. Outcomes are stored on the call engagement and feed calling reports and follow-up workflows.
- Deal stage probability
- A percentage attached to each pipeline stage. Weighted deal value equals deal amount multiplied by stage probability, and it feeds forecast totals.
- Weighted deal amount
- Deal amount times the stage probability percentage. A 10,000 deal in a 40 percent stage contributes 4,000 to weighted pipeline reporting.
- Close date effect
- Deals are counted in the reporting period containing their close date. Changing a close date moves the deal between periods and alters pipeline and forecast totals.
- Stage conversion rate
- Deals that advanced into the next stage divided by deals that entered the prior stage, over a period. It identifies the leakiest step in a pipeline.
- Rotting deal
- A deal flagged when it remains in one stage longer than the configured days-in-stage threshold. Rotting deals surface stalled pipeline in the board view.
- Deal split
- Credit shared among multiple owners for one deal using percentage allocations. The split percentages must total exactly 100 percent across all owners.
- Association label
- A tag describing a contact's role on a deal, such as Champion or Decision Maker. Labels enable role-based filtering, reporting, and workflow targeting.
- Required stage properties
- Conditions that must be met before a deal can enter or leave a stage. They enforce data quality and prevent deals from skipping pipeline steps.
- Multiple pipelines
- Separate ordered stage sets for the same object, such as New Business and Renewal. Each pipeline has its own stages, probabilities, and reporting.
- Sequence step types
- Automated email, manual email task, call task, LinkedIn task, and generic task. Steps run in order with configured delays measured in business days.
- Sequence unenrollment
- Removal from a sequence triggered by a reply, booked meeting, deal creation, or manual action. The reason is recorded for sequence performance reporting.
- Sending window
- The days and hours when sequence emails are allowed to send, set per user. Emails queued outside the window wait until the next open window.
- Workflow re-enrollment
- A setting that allows a record to enter a workflow again after completing it. Re-enrollment is off by default and must be explicitly enabled.
- Active list
- A saved segment that recalculates membership as record properties change. Active lists can trigger workflows or sequence enrollment when records enter them.
- Manual lead score
- A numeric property set or adjusted by workflows and reps. It ranks contacts by fit or engagement and can drive list membership and routing rules.
- Predictive lead score
- An Enterprise property scoring contacts by likelihood to close, trained on historical won and lost deals. It updates automatically and supports prioritization.
- Email A/B test
- Two or more variants of an email compared on open, click, or reply rate. A winner is declared only after enough sends for statistical confidence.
- Contact deduplication
- Matching records on a unique identifier, primarily email for contacts and domain for companies. Merging keeps one primary record and re-associates related activity.
- Lifecycle stage
- A single-select property tracking a contact's journey, from Subscriber and Lead through Opportunity, Customer, and Evangelist. It is distinct from lead status.
- Lead status
- A property capturing sales qualification state, such as New, In Progress, Connected, or Unqualified. Reps typically update it during prospecting, separate from lifecycle stage.
- Calculated property
- A read-only property whose value is derived from other properties or associated records, such as a count of open deals. It recalculates when the record changes.
- Property history
- A stored log of every value change for a property, including timestamp and source. It supports auditing, attribution, and trend reporting.
- Subscription type
- A consent category controlling which email types a contact may receive. Opt-out state blocks marketing and sequence sends regardless of list membership.