How to calculate: (total time it took to close all deals in set time period) / (number of deals in that time period) = pipeline velocity
what it is: the customer acquisition cost is how much the company spends to generate a customer. It’s calculated by dividing all sales and marketing costs by the number of clients sold during a certain time frame.
Why it matters: spending money to generate clients is worthwhile — but only if you generate enough profit from the spend. I like to use the 80/20 rule where 20% of activities lead to 80% of conversions. Be willing to lean in while scaling back or simply eliminating unnecessary costs or activities.
How to calculate: (total spend on marketing, advertising, and sales in a set time period) / (number of customer closed in the same time period) = customer acquisition cost
customer lifetime value
what it is: this measures the total amount an average client spends over the lifetime of their tenure with you.
Why it matters: sales teams should aim to “land and expand,” or america phone number list land a new customer with a small deal and expand the relationship over time by increasing the investment with cross-sells and upsells. If you want to improve your customer lifetime value, consider how you can make the customer experience better to keep customers longer and generate more referrals.
How to calculate: (average revenue per customer in a year) x (average customer lifespan in years) = customer lifetime value
start achieving outstanding outbound sales outcomes
phew! If you made it to the end of this article, congratulations on your above-average attention span. Seriously, though, if you follow these strategies, you’ll have a leg up when it comes to capturing and holding your prospects’ attention and turning leads into sales.the cyclical upticks in online shopping happen every year — beginning with a surge around valentine’s day in february and often peaking late in the year in november and december. As legitimate shopper traffic increases, internal security teams should be vigilant about the additional shadowing traffic that tends to accompany it.
Almost every cloud-saas platform provides security event logging for their customers. It’s important to pay attention to those logs, now more than ever. Event logs provide insight into what is currently happening in your storefront, including whether there might be ongoing fraudulent attempts. If you’re a b2c commerce cloud customer, these security logs are located in your webdav folder and contain the authentication logs for both your businessmanager (internal) and your storefront (external) users. Storefront is your shoppers’ online experience, and where anyone can register as a new user. Not all storefronts require shoppers to authenticate before making a purchase. However, authentication is encouraged in case shoppers want to add items into their carts and return later to finish the payment process.