Glossary Flashcards
Learn terms used in SalesIQ
A _____ ______ is a type of record referred to in SalesIQ as a ‘Record Type’ that encompasses pertinent information about various commercial entities, including real estate brokerages, mortgage lenders, and attorney offices.
Using the ‘Relationships’ functionality in SalesIQ, _____ _____ can be related to a Lead or Person Accounts to visualize teams or entities.
Business Account
A marketing initiative managed through SalesIQ that tracks and manages various Campaigns including webinars and email Campaigns, linking them to Leads, Clients, and Partners.
This functionality will allow visibility into email analytics, engagement, and Campaign performance.
Campaign
A Lead, Client, or Partner included in a marketing Campaign in SalesIQ.
Campaign Member
A _____ is a person who has one open but less than four closed directed orders within the last twelve rolling months.
A Lead will automatically convert to a Personal Account when a directed order is opened.
Client
A score assigned to Leads, Clients, and Partners indicating the level of engagement with First American products and services.
The score is based on engagement across various channels over a 30-day rolling period. Examples include, but may not be limited to:
- Property Report Viewed
- Customer Service Request
- EDU Class Registration
- Calculators Used
- Farming Access
- Marketing Order
Client Engagement Score
Located in the Contact Details tab, _____ _____ is where a contacts multiple email addresses, addresses, and phone numbers are organized for a Lead, Client, or Partner.
All available email addresses, addresses, and phone numbers will be populated in _____ _____. Sales representatives will be able to review and edit the information and mark entities as primary.
Note: Phone numbers, addresses, and emails will display in multiple places on the account. However, changes will be made within the _____ _____.
Contact Point
A _____ _____ is someone who meets revenue criteria but does not meet other criteria as determined by the sales representative.
Based on review or initial contact, the sales representative may determine that the Lead is disqualified from entering the sales process for reasons other than revenue. SalesIQ disqualification selections include integrity, business focus, uninsurable location, and more.
Disqualified Lead
A group of Disqualified Leads owned by a queue.
Disqualified Leads are moved to the _____ _____ _____ by a sales representative and can be requalified to enter the sales process at any time.
Disqualified Lead Queue
A _____ _____ appears at the top of an account and provides quick access to key details.
The _____ _____ provides key information such as name, record type, record owner, entity type, and contact information.
Highlights Panel
A _____ _____ is a group of Leads that are categorized into groups. Qualified, Unqualified, Disqualified, or Techbrokerage. The _____ _____ can either be a territory queue or a sales representative queue.
Leads can be manually assigned to a territory or a sales representative’s queue or routed automatically based on assignment rules. Any Lead must be accepted or assigned to a sales representative to enter the sales process.
Lead Queue
The _____ _____ field in SalesIQ tracks the method by which a Lead enters the sales process.
_____ _____ include various channels such as listing data, classes, marketing campaigns, industry events, referrals, or website inquiries. The _____ _____is an editable field that may be modified if necessary.
Lead Source
_____ _____ is a list of Lead or Person Accounts filtered according to predetermined criteria.
In SalesIQ, global _____ _____ will be created with predetermined filters. Users will have the capability to clone and modify _____ _____, allowing them to tailor views according to their specific preferences.
List View
The _____ _____, located at the top of the SalesIQ screen, enables users to navigate between different objects and tabs.
The _____ _____ features options such as Leads, Accounts, Campaigns, Dashboards, and more for easy access.
Navigation Menu
The _____ _____ tool allows sales representatives to document the needs, pain points, and goals in SalesIQ.
The _____ _____ tool is used to record notes from Probe to Partner meetings and document the needs, pain points, and goals identified. The tool retains previous copies to track progress and can be revisited to develop an updated customized solution-based proposal.
Needs Assessment
A _____ is an automated message about important information or changes to a Lead, Client, or Partner. _____ can be found in the upper right corner displayed as the Notification bell in SalesIQ.
Note: For the initial launch, the following _____ will be included:
- Automatic status updates for Tier 1 Clients and Partners. (For example: A Client closes their fourth order and moves to Partner status. You will receive a _____ so you can thank the Partner for their continued business.)
- Automatic conversion of Leads. (For instance: You scheduled your proposal meeting, and in the meantime, the Lead sent their first open order. You will receive a _____ informing you that they have converted to a Client so you can thank them for their order.)
Additional _____ may be added during rollout.
Notifications
A _____ is a Client who has four or more directed, closed orders within the past twelve rolling months.
In SalesIQ, a Client will automatically be changed to _____ status on the fourth direct, closed order within a twelve-month rolling period.
Partner
A _____ _____ is the Record Type that contains details about Clients and Partners.
Upon an opened order, a Lead Account automatically becomes a _____ _____. A _____ _____ can be a Client or Partner.
Person Account
A Lead that has met the minimum predetermined criteria to enter the Uniform Sales Process (USP).
Through automation, SalesIQ will surface _____ _____ in the _____ _____ Queue. There is also flexibility to apply manual qualifications, as deemed appropriate by sales managers.
Qualified Lead
_____s enable groups of sales representatives to share Leads. A _____ is a place where Leads are routed to wait for prioritization by a sales representative or manager. The Lead stays in the _____ until a sales representative accepts it into the sales process or it is assigned.
In SalesIQ, _____s are based on territory and Lead status. For example: ‘Qualified Leads in Southern California’. _____s can be viewed from the Navigation Menu by selecting Leads and selecting ‘View’ from the dropdown.
Queue
In SalesIQ, a _____ _____ _____ is a score assigned to a Lead, Client, or Partner to indicate the level of engagement by the sales representative with the Lead, Client, or Partner.
The score is calculated based on the number of events, calls, and texts logged in SalesIQ over a rolling 30-day period.
- Low = 0 activities
- Medium = 1 activity
- High = 2 or more activities
Sales Engagement Score
_____ offers the convenience of requesting assistance, submitting feedback, and requesting additional training directly from within SalesIQ. _____ is accessible from the Utility Bar and the Launch Pad.
Help categories include access or data issues, mobile functionality, Microsoft connectivity, IgniteRE and Centerpoint troubleshooting, report and dashboard updates, and more.
ServiceIQ
The _____ _____ is located at the top of the Lead, Client, and Partner accounts to show their current status in the 7P sales process.
The _____ _____ is one of several ways sales representatives can review and move Leads and Clients through the sales process. Sales representatives will generally update the _____ _____ as Leads and Clients progress through the sales process. However, in phases Persist through Partner, status will be updated automatically based on order activity.
Status Path
____ing ranks Leads and Clients based on their total number of closed transactions in the past rolling twelve months.
It is determined at the state level, with the total number varying depending on market size.
_____ing is presented as three scores: List Side _____, Buy Side _____. and Total _____.
- _____ 1 - Leads, Clients, or Partners with the top 25% of total closed transactions in the marketplace.
- _____ 2 - Leads, Clients, or Partners with the second 25% of total closed transactions in the marketplace.
- _____ 3 - Leads, Clients, or Partners with the third 25% total closed transactions in the marketplace.
- _____ 4 - Leads, Clients, or Partners with the lowest 25% total closed transactions in the marketplace.
- Unqualified - Leads who do not meet the minimum revenue criteria or requirements for any of the other _____.
Tier
A lead lacking sufficient information or revenue to qualify for another Tier.
It is at the discretion of the sales manager to add an _____ _____ into the sales process.
Unqualified Lead
