B2B growth wiki

The average number of invoices issued per customer contract, reflecting contract length and billing frequency.

The average number of units, seats, or items included on each invoice.

The average price charged per unit, seat, or item sold.

The percentage of proposals sent that result in a signed contract.

The percentage of qualified opportunities that receive a formal proposal or quote.

The percentage of discovery calls where the prospect is confirmed as a qualified sales opportunity.

The percentage of impressions that result in a click to your website or landing page.

The total number of times your brand appears in front of potential customers across all channels.

The percentage of visitors who meaningfully engage with your landing page instead of bouncing.

The percentage of engaged website visitors who submit their contact information and become leads.

The percentage of new leads who take a qualifying action and become marketing qualified leads.

The percentage of marketing qualified leads who book a meeting with your sales team.

Connect triggers to actions across systems so repetitive tasks happen automatically and teams can focus on work that requires judgement instead of admin.

Gradually increase sending volume from new domains to build reputation with inbox providers and avoid being marked as spam when scaling outreach quickly.

Track how customers interact with your product to identify power users, detect at-risk accounts, and guide feature development toward actually valuable capabilities.

Capture exact language customers use to describe problems and solutions to write copy that resonates because it mirrors how your market actually thinks and speaks.

Conduct structured conversations with customers to uncover problems, motivations, and decision processes that surveys and analytics can't reveal.

Articulate the specific outcome customers get from your solution to communicate why they should choose you over doing nothing or using alternatives.

Watch real users attempt tasks with your product to identify friction points that analytics alone can't reveal and prioritise improvements that remove blockers.

Track campaign performance precisely by appending parameters to URLs that identify traffic sources, mediums, and campaigns in your analytics.

Monitor how many recipients opt out of emails to catch list fatigue or irrelevant content before deliverability suffers from spam complaints that damage sender reputation.

Define events that start automation workflows so the right message reaches people at the right moment based on their actual behaviour not arbitrary timing.

Analyse profit per customer to determine if your business model works at scale before investing heavily in growth and customer acquisition.

Schedule focused work sessions in your calendar to protect concentration and ensure important tasks don't get crowded out by meetings and interruptions.

Display security badges, guarantees, and credentials to reduce purchase anxiety and prove legitimacy on pages where visitors make buying decisions.

Estimate the maximum revenue opportunity if you captured 100% market share to size your opportunity and prioritise which markets to enter first.

Document your repeatable processes in clear, step-by-step instructions that ensure consistency, enable delegation, and capture institutional knowledge.

Navigate competing priorities and secure buy-in by systematically understanding, influencing, and aligning internal decision-makers toward shared goals.

Share original insights and expertise publicly to build authority and attract customers who value your perspective before they need your solution.

Collect specific customer quotes about results achieved to provide social proof that overcomes scepticism more effectively than marketing claims buyers discount.

Fix site infrastructure issues that prevent search engines from crawling and indexing pages properly to ensure content can rank regardless of quality.

Determine whether experiment results reflect real differences or random chance to avoid making expensive decisions based on noise instead of signal.

Match your messaging to prospects' current awareness level from problem-unaware to solution-aware to speak directly to their mental state.

Evaluate email content and sending practices to identify elements that trigger spam filters before sending campaigns that might damage deliverability.

Display evidence that others trust and use your solution to overcome scepticism and reassure prospects they're making a safe choice by buying.

Build relationships and demonstrate expertise on social platforms to generate inbound interest rather than interrupting buyers with cold outreach.

Calculate how many users you need in experiments to detect meaningful differences and avoid declaring winners prematurely based on insufficient data.

Win customers through direct sales conversations where reps guide prospects from discovery to close with personalised solutions and relationship building.

Assemble tools that manage pipeline, automate outreach, and track performance to help reps sell more efficiently and managers forecast accurately.

Turn satisfied customers into active promoters who systematically bring qualified prospects into your pipeline at near-zero acquisition cost.

Track how fast your pipeline of ready-to-buy leads grows to forecast sales capacity needs and spot when lead quality or sales efficiency changes.

Identify prospects that sales has vetted as qualified opportunities, establishing the handoff from marketing to active deal pursuit.

Follow structured selling frameworks that provide consistent processes for qualifying, demonstrating value, and advancing opportunities through each pipeline stage.

Optimise your website and content to rank prominently in organic search results, capturing traffic without ongoing advertising spend.

Systematically rank projects and opportunities using objective frameworks, ensuring scarce resources flow to highest-impact work.

Design presentation slides that guide discovery and demo conversations whilst reinforcing key messages visually so prospects retain information after meetings end.

Sequence multiple touchpoints across channels and time to increase response rates through persistent but respectful follow-up that prospects don't perceive as harassment.

Measure what percentage of cold emails get responses to evaluate message quality and list targeting rather than sending more emails to poor prospects.

Achieve the state where your product solves a genuine, urgent problem for a defined market that's willing to pay and actively pulling your solution in.

Calculate what percentage of customers renew subscriptions to measure product-market fit and customer success effectiveness at delivering ongoing value.

Provide formal pricing for requested solutions to move qualified prospects toward purchase decisions with clear costs and terms they can review and approve.

Gradually collect information across multiple form submissions rather than overwhelming new leads with long forms that decrease conversion rates.

Drive acquisition and expansion through product experience where users discover value before sales conversations and upgrade based on usage.

Determine how to charge for products and communicate value to maximise willingness to pay whilst remaining competitive and supporting desired positioning.

Define how you're different from alternatives in a way that matters to customers to guide all messaging and ensure consistent market perception.

Calculate how much pipeline you need relative to quota to ensure you generate enough opportunities to hit revenue targets despite normal conversion rates.

Track your user journey through Acquisition, Activation, Retention, Referral, and Revenue to identify which stage constrains growth most.

Target prospects based on demographic, firmographic, and behavioural data, interrupting their social feeds with relevant offers and content.

Focus effort on the 20% of activities that drive 80% of results, systematically eliminating low-yield work to maximise output per hour invested.

Capture high-intent prospects actively searching for solutions by bidding on relevant keywords and appearing in search engine results.

Build professional reputation through consistent content and engagement to attract opportunities and establish trust before commercial conversations begin.

Identify specific problems customers experience to position solutions around relieving frustrations they're motivated to solve rather than nice-to-have features.

Scale through partner relationships where other companies distribute your product to their customers in exchange for commissions or reciprocal value.

Structure your pricing, deliverables, and guarantee into a compelling proposition that makes buying decisions easier and more confident.

Optimise how quickly pages load to reduce bounce rates and improve rankings since slow sites frustrate users and get penalised by search algorithms.

Set ambitious goals and measurable outcomes that cascade through your organisation, creating alignment and accountability for strategic priorities.

Interpret experiment results to understand the probability that observed differences occurred by chance rather than because your changes actually work.

Optimise individual pages for target keywords by improving titles, headings, content, and internal links to help search engines understand topic relevance.

Focus your entire organisation on the single metric that best predicts success at your current growth stage, avoiding distraction and misalignment.

Create single-page summaries of solutions or case studies that busy decision-makers can quickly scan to understand value without reading long documents.

Prepare responses to common purchase concerns to address doubts confidently and move deals forward rather than being surprised by predictable pushback.

Choose one metric that best predicts long-term success to align your entire team on what matters and avoid conflicting priorities that dilute focus.

Track revenue growth from existing customers through expansion and contraction to prove your product delivers increasing value over time.

Measure customer loyalty by asking how likely they'd recommend you to gauge satisfaction and identify promoters who drive referrals versus detractors risking churn.

Distribute conversion credit across multiple touchpoints to recognise that customer journeys involve many interactions and channels working together.

Track predictable monthly subscription revenue to monitor short-term growth trends and make faster decisions than waiting for annual revenue reports.

Execute personalised, multi-touch campaigns at scale through software that triggers messages based on prospect behaviour and characteristics.

Ensure websites display and function properly on all devices to avoid losing mobile traffic that bounces from broken layouts or tiny unclickable buttons.

Design experiments that answer specific questions with minimum time and resources to maximise learning velocity without over-investing in unproven ideas.

Flag leads who meet defined engagement or fit criteria, creating a qualified handoff between marketing and sales for efficient follow-up.

Calculate the total revenue a customer relationship generates over its entire duration to guide acquisition spending and retention priorities.

Organise the tools that capture leads, nurture prospects, and measure performance to automate repetitive work and connect customer data across systems.

Identify individuals who've shown initial interest in your offering, separating them from cold prospects for targeted nurture.

Protect long uninterrupted blocks for deep work that requires concentration by clustering meetings and separating them from creative and analytical time.

Regularly remove inactive and invalid email addresses to maintain deliverability and focus effort on engaged subscribers who actually read your content.

Measure the month-over-month growth in qualified leads to predict future revenue and catch pipeline problems before they impact revenue three months later.

Assign full conversion credit to the final touchpoint before purchase to identify which channels close deals but miss earlier influences that started journeys.

Create focused standalone pages for paid campaigns that remove distractions and guide visitors toward one specific action to improve conversion rates.

Select metrics that reveal whether you're achieving strategic goals to track progress and identify problems before they become expensive to fix.

Identify search terms your customers use to create content that ranks organically and bid on paid terms that drive qualified traffic at profitable costs.

Understand the underlying progress customers try to make by hiring products to uncover motivations that drive purchases beyond surface-level features.

Attract prospects through valuable content that solves real problems, building trust and generating qualified leads who approach you.

Connect tools so data flows automatically between systems to eliminate manual entry, keep records current, and enable sophisticated workflows across platforms.

Connect related pages through contextual links to help search engines understand site structure and spread authority whilst improving user navigation.

Visualise user behaviour through colour-coded overlays showing clicks, scrolls, and mouse movement, exposing hidden friction points.

Process email to empty daily by deciding whether to act, defer, delegate, or delete each message rather than leaving unread items as false to-do lists.

Structure experiments around clear predictions to focus efforts on learning rather than random changes and make results easier to interpret afterward.

Diagnose and break through stagnation by identifying which business mechanisms have reached capacity and require new approaches.

Design the prominent first section of pages to communicate value immediately and guide visitors toward conversion without requiring them to scroll or search.

Combine usage, engagement, and satisfaction signals into one metric that predicts churn risk so customer success teams prioritise accounts needing intervention.