Career
Sales
Help people buy what they actually need
Novice
Mastery0%
Novice
Career
Help people buy what they actually need
Novice
Subdomain
Numbers tell you where the process is leaking. CAC, LTV, and win rate are the three you cannot ignore.
Customer Success vs Sales
The distinction between acquiring new customers (sales) and ensuring existing customers achieve their goals so they renew and expand (customer success).
Open
Sales Metrics: CAC, LTV, and Win Rate
The three fundamental quantitative measures of sales efficiency: how much it costs to acquire a customer, how much revenue that customer generates over their lifetime, and what percentage of qualified opportunities close.
Open
CAC
Customer Acquisition Cost. Total sales and marketing spend divided by customers acquired.
LTV
Lifetime Value. Revenue a customer generates over their entire relationship with the company.
Win rate
Percentage of qualified opportunities that close as won deals.
SPIN
Situation, Problem, Implication, Need-Payoff. Rackham's questioning framework for B2B sales.
BANT
Budget, Authority, Need, Timeline. A sales qualification framework.
MEDDIC
Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion. An enterprise qualification framework.
Pipeline
The set of active deals at various stages of the sales process, used for forecasting.
Mutual Action Plan
A shared checklist of steps and dates that both buyer and seller must complete to close a deal.
Discovery call
A structured early conversation to understand the prospect's situation, pain, and buying process.
Champion
An internal advocate at the prospect company who believes in your solution and helps you navigate their organisation.
Churn
The rate at which customers cancel or do not renew. High churn destroys LTV.
Stage-exit criteria
Verifiable conditions that must be met before a deal advances to the next pipeline stage.