Collect specific customer quotes about results achieved to provide social proof that overcomes scepticism more effectively than marketing claims buyers discount.
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Acquiring customers is expensive. Keeping them is where margins improve. What would happen if none of your customers left? Build feedback loops, long-term relationships, retention programmes that reduce churn, and upsell frameworks that grow account value without being pushy.
Acquiring customers is expensive. These tools help you keep them longer and grow their accounts so your acquisition costs actually pay off over time.
Revenue per customer determines how much you can spend to acquire them. Get this number wrong and every other growth decision is built on bad assumptions.
Churn kills growth. Identifying at-risk accounts early and addressing concerns proactively keeps customers longer and makes your acquisition investment worthwhile.
New customers are expensive. Growing existing accounts is where margins improve and growth becomes sustainable without constantly feeding the acquisition machine.
Robert Cialdini
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Classic psychology translated for B2B. Use social proof, scarcity and reciprocity in a way that respects buyers.
Tell your story in a way that establishes expertise, demonstrates values, and shows why buyers should choose you over competitors in the market.
Design proposal frameworks with clear scope, pricing options, and acceptance workflows that guide buyers toward decisions without confusion.
Arm sales reps with competitive intelligence on one-page sheets covering competitor strengths, weaknesses, and effective counter-positioning for common objections.
Calculate the total revenue a customer relationship generates over its entire duration to guide acquisition spending and retention priorities.
Collect specific customer quotes about results achieved to provide social proof that overcomes scepticism more effectively than marketing claims buyers discount.
Provide formal pricing for requested solutions to move qualified prospects toward purchase decisions with clear costs and terms they can review and approve.
Combine usage, engagement, and satisfaction signals into one metric that predicts churn risk so customer success teams prioritise accounts needing intervention.
Calculate what percentage of customers renew subscriptions to measure product-market fit and customer success effectiveness at delivering ongoing value.
Track how customers interact with your product to identify power users, detect at-risk accounts, and guide feature development toward actually valuable capabilities.
Measure customer loyalty by asking how likely they'd recommend you to gauge satisfaction and identify promoters who drive referrals versus detractors risking churn.
Design presentation slides that guide discovery and demo conversations whilst reinforcing key messages visually so prospects retain information after meetings end.
The average number of invoices issued per customer contract, reflecting contract length and billing frequency.
Survey customers about satisfaction with specific interactions or products to catch problems early and identify what drives positive experiences worth replicating.
Follow structured selling frameworks that provide consistent processes for qualifying, demonstrating value, and advancing opportunities through each pipeline stage.
Proactively help customers achieve desired outcomes to drive retention and expansion by ensuring they extract maximum value from your solution.
The average price charged per unit, seat, or item sold.
Create single-page summaries of solutions or case studies that busy decision-makers can quickly scan to understand value without reading long documents.
The average number of units, seats, or items included on each invoice.
Determine how to charge for products and communicate value to maximise willingness to pay whilst remaining competitive and supporting desired positioning.