Customer Loyalty

Customer Loyalty: CEO’s #1 Focus to Protect Revenue This Year – Part 4

Three key customer loyalty metrics to stabilize and improve revenue Over the past couple of months, I have been talking about why Customer Loyalty (CL) is the number one focus for CEOs and business owners interested in stabilizing, generating, and predicting revenue. Research shows that loyal customers are worth up to 10 times as much […]

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10 Critical B2B Sales and Marketing Metrics – Part 2

In my last blog post, I talked about the first five of the 10 most critical B2B marketing metrics.  Just to recap, they are: Cost per new inquiry Conversion of inquiries to qualified leads Cost to acquire a new customer Cost per new dollar of revenue. Sales and marketing cost as a percentage of total […]

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10 Critical B2B Sales and Marketing Metrics

Let’s face it.  If you tried to measure every single aspect of marketing and sales performance, you could quickly succumb to “analysis paralysis.” This affliction occurs when a company starts to spend more time analyzing data than they do communicating with prospects and customers.  In other words, their focus is on internal data instead of […]

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