containing case studies, supporting files, and sample syllabi for educators and professionals. Stephan Sorger Key Strategic Metrics
The final element of the marketing mix covers metrics for sales performance. This includes traditional sales metrics (conversion rates, average deal size, sales cycle length) and profitability metrics (customer lifetime value, customer acquisition cost, payback period). The chapter also addresses sales support metrics—measuring the effectiveness of sales collateral, training, and tools. containing case studies
How to build a basic for competitive analysis. average deal size
Possessing models and metrics is insufficient; an organization must build a data-driven culture to fully leverage them. Data Cleanliness and Integration customer acquisition cost
Total Marketing ExpensesTotal New Customers Acquiredthe fraction with numerator Total Marketing Expenses and denominator Total New Customers Acquired end-fraction Marketing ROI (MROI)
Financial Return attributable to MarketingTotal Marketing Investmentthe fraction with numerator Financial Return attributable to Marketing and denominator Total Marketing Investment end-fraction 4. Analytical Tools and Implementations