HubSpot Sales key terms

A labeled step in a pipeline that represents where a deal sits in the sales process, such as Appointment Scheduled or Closed Won. Moving a deal between stages updates forecasts and triggers automation.

An ordered set of deal stages that tracks sales progress for a specific process, team, or product line. A portal can have multiple pipelines, each with its own stages and rules.

A percentage attached to a deal stage estimating the likelihood of closing. It feeds weighted forecasting, so a 50 percent stage contributes half a deal's amount to the forecast total.

A label such as Pipeline, Best Case, Commit, or Closed that groups deals for reporting and forecasting. It can be set per stage or manually per deal to reflect rep confidence.

A revenue projection that multiplies each deal amount by its stage probability and sums the results. It gives a risk-adjusted view of expected revenue for a period.

The monetary value stored on a deal record, used in forecasting, reporting, and goal tracking. It is typically a required property before a deal can enter later pipeline stages.

The date a deal is expected to close, which determines the reporting period it falls into. Reps update it as timing shifts, and it drives period-based pipeline and forecast reports.

The tendency of stale deals to remain open and inflate pipeline totals. Teams combat it with stage age limits, required activities, and reports flagging deals with no recent activity.

Stage-level settings that block a deal from advancing until specified fields are filled, such as amount or close date. They enforce data hygiene at the point of stage change.

Rules that automatically move deals forward or backward when conditions are met, such as a signed quote or a logged meeting. Automation keeps pipeline data aligned with actual buyer activity.

The CRM object storing an individual person's details, including email, phone, and lifecycle stage. Contacts are associated with companies, deals, and activities to build a full relationship history.

The CRM object representing an organization, holding firmographic data such as industry, size, and domain. Companies group related contacts and deals for account-based reporting and targeting.

A link between two CRM records, such as a contact to a deal or a deal to a company. Associations let you see related context on a record and power reporting across objects.

A field you create on a CRM object to store data specific to your business, with a chosen field type and options. Custom properties appear in forms, workflows, reports, and filters.

A folder-like container that organizes properties on a record into sections. Grouping keeps long record layouts readable and lets teams surface the fields most relevant to their process.

A user-defined record type beyond the standard contacts, companies, deals, and tickets, such as a subscription or a project. Custom objects can be associated with standard objects and used in automation.

A property describing how far a contact has progressed in the marketing and sales journey, from subscriber through lead, opportunity, and customer. It helps teams segment and report on funnel movement.

A property capturing the sales qualification state of a contact or company, such as New, In Progress, or Unqualified. It is distinct from lifecycle stage, which tracks the broader journey.

A points system that rates contacts by fit and engagement, using property values and tracked behaviors. Scores help reps prioritize the warmest leads and can trigger routing or lifecycle changes.

The assignment of a CRM record to a specific user, which controls visibility and accountability. Ownership can be set manually or automatically by routing rules and workflows.

A connection that keeps CRM records consistent with an external system, such as an email inbox or calendar. Sync reduces manual entry and surfaces communication history on the contact timeline.

Tools and rules that detect and merge records representing the same person or company. Clean deduplication protects reporting accuracy and prevents conflicting outreach.

A chronological feed on a CRM record showing emails, calls, meetings, notes, and other activities. It gives reps full context before outreach and supports coaching and audit.

A logged interaction such as an email, call, meeting, or note attached to a record. Activities drive reporting on rep effort and are often used as workflow enrollment or completion criteria.

A to-do item assigned to a user with a due date and optional type, queue, and priority. Tasks create follow-up accountability and appear in queues and activity reports.

A shared pool of tasks that reps pull from in order, rather than owning each task individually. Queues distribute call and follow-up work across a team and can be prioritized by due date.

A structured series of automated touchpoints, such as emails and tasks, sent on a schedule until a prospect replies or is unenrolled. Sequences standardize outbound follow-up and stop on reply by default.

Adding a contact to a sequence so they begin receiving its steps. Enrollment can be manual or automated, and contacts are typically removed when they reply, book a meeting, or are manually unenrolled.

Removing a contact from a sequence so no further steps send. It occurs automatically on reply or meeting booking, or manually when a prospect is no longer a fit.

A saved email or snippet with reusable content and personalization tokens. Templates speed up outreach while keeping messaging consistent and can be shared across a team.

A placeholder that inserts record data, such as first name or company, into an email or template at send time. Tokens make outreach feel individual without manual editing.

A short saved block of text or content that reps insert into emails, notes, or chat. Snippets standardize common responses and can include personalization tokens.

An automated rule set that enrolls records and performs actions, such as sending emails, creating tasks, or changing properties, when conditions are met. Workflows run in the background to scale consistent processes.

The automatic assignment of new leads to the right owner based on rules like territory, company size, or round robin. Routing shortens response time and balances workload across reps.

A shareable booking page that shows a rep's available times and writes the booked meeting to the CRM. It removes scheduling back-and-forth and can trigger sequence unenrollment.

An automation that researches target accounts and drafts personalized outreach for review. It surfaces buying signals and suggests contacts, but reps typically approve messages before sending.

A stored filter and column configuration for an index page, showing only records that match chosen criteria. Views let reps work a focused list, such as deals closing this month.

A saved visualization built from CRM data, such as a pipeline report or rep activity report. Reports can be added to dashboards and filtered by owner, date range, or stage.

A collection of reports arranged on one screen for at-a-glance monitoring. Dashboards can be shared with teams and filtered to show performance for a period or owner.