These 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
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: www.SalesLeadMgmtAssn.com Member is free.
Photo from: iStock
This blog is supported by the generous sponsorship of OMI - Outward Media, VanillaSoft and Goldmine CRM Software
