To compute the cost to acquire a customer, CAC, you would take your entire cost of sales and marketing over a given period, including salaries and other headcount related expenses, and divide it by the number of customers that you acquired in that period. This number is heavily dependant on the productivity of your sales teams. Thanks! MORE >>

If you thought the sales cycle was long and costly, your development and customer support process is going to be even more painful. Lengthy and costly sales cycle – The sales cycle selling to large organizations can be brutal, sometimes taking well over a year to consummate a signed contract.  MORE >>

Often they are underway: they've made a couple of sales but they didn't realize why they were successful or what they are not doing. How do you close the sale? This is once they've actually seen that operate in their environment, which looks very different from a standard sales process. Sales is primarily improv. cards. MORE >>

Sales Cycle & Messaging: • What are the top target segments (verticals, size, geography)? What is a typical repeatable sales cycle for each segment? In other words, if a sales rep gets a relevant stakeholder on the phone, what should she ask? What is the likelihood of a deal by sales cycle steps? MORE >>

Your sales organization needs to think about how you can “diversify” your lead generation efforts between inbound and outbound sales leads. Sales leads often perform differently and cost more (or less) depending on how you acquire them. Sales leads from some sources are higher quality or better qualified than others. MORE >>