Sales terms and what they mean

What is a Value Proposition?

Your customer value proposition is your starting point of the current international process. How do you ensure that you get your fair share of attention and profitable business? How do you ensure that your products and services are part of the solution that will help your customer and not part of the problem they are trying to solve?

What is a Distribution Strategy?

The Distribution Strategy defines the sales and marketing channels and processes for your type of product or solution and provides a foundation for making implementable and practical decisions concerning distribution on the short-term as well as long-term.

What is a Technology Assessment?

The Technology Assessment is an analysis of the technological foundation, policies and procedures to manage product development, release plans, roadmaps, and support.

What is an Organization Assessment?

The Organization Assessment is an analysis of your organizational resources and structures about to your globalization ambitions.

What is a Market Outlook & Forecast

The Market Outlook gives you the answers to your most fundamental questions concerning market development in your business arena.

What is a Target Market Analysis?

The Market Analysis Demand Side gives you the information insight into what your potential customers are currently using? When are they planning to change?

The Market Analysis Supply Side gives you the information such as main competitors, their approaches, market size, dominating technologies and price structures.

What is a Distribution Framework?

The Distribution Framework includes all programs and the legal agreements required to enable the internal organization to successfully implement the distribution strategy.

What are Go To Market Tools & Deliverables?

Companies usually use a broad range of tools for internal collaboration, market communication, pre- and post sales support, and performance analysis. Here is our checklist we use for initial onboarding: Try Readiness & Deliverables

Get the Readiness Checklist in you Email Inbox

We are using the Mailchimp Plugin here. This means, you are asked for your email address and need to confirm an email link in your email inbox. That way, we can offer you an individual follow up process. Chances are, you like that - or please simply ignore it. Mailchimp may call it a „subscription“ - indeed it´s only 2 mails - No Spam - No Nonsense / Period!

Customer Acquisition Cost

All Sales and Marketing costs (advertising, salary, commission, bonus, overhead and other) in a period divided by the number of new customers in that period

Marketing % of Customer Acquisition Cost

Take all the Marketing cost, and divide by the total Sales and Marketing costs you used to compute CAC

Ratio of Customer Lifetime Value to CAC

To compute LTV. take the annual payments from a customer. adjust for your gross margin. and divide by the annual cancellation rate or churn. Then divide LTV by CAC for the ratio

Time to Payback CAC

Take the CAC and divide by how much your customers pay you on average each month

Marketing Originated Customer %

Take all new customers you signed up in a period, and look at what % of them started with a lead that Marketing generated

Marketing Influenced Customer %

Take all new customers you signed up in a period. and look at what % of them had any interaction with a Marketing activity

Need Help?

Get in contact now