The Top Two Metrics to Drive Shareholder Value Right Now

SBI Growth

The two most underutilized metrics that drive shareholder value are Customer Acquisition Cost (CAC) and Customer Lifetime Value (CLTV). Corporate Strategy Video activity based costing CAC CLTV Customer Acquisition Cost Customer Lifetime Value LTV Shareholder ValueOn this week’s SBI Insider Video Podcast we discuss how sales, marketing and product functional leaders can elevate the strategic discussion.

Generate Shareholder Value with a Sales Transformation

SBI Growth

Jack has transformed the sales force and generated tremendous growth in shareholder value. Our guest on SBI TV is Jack Molloy, Executive Vice President of Worldwide Sales for Motorola Solutions. Jack is here today to share how he made that.


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Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure

Red Star Kim

In today’s highly competitive environment, the major sources of shareholder value creation are the intangible marketing assets of the business, such as brands, customer relationships and channels of distribution.

Strategic Priorities Identification and Analysis


Stakeholder Theory – This category of Strategic Priorities involves actions related to shareholder value, social / environmental / regulatory and safety goals. The main objective of this class of strategic priorities is to increase shareholder value.

How Oracle Thrived in the 2008 Recession, Even with Missed Revenue Opportunities

SBI Growth

Companies are investing in themselves, growing their businesses, and increasing shareholder value. The year is 2007. The real estate market is flush. Stocks are booming. Getting a loan has never been easier.

The Sales Leader’s Journey from Public to Private

SBI Growth

Sales Strategy Video account management Account Segmentation capital structure Chief Sales Officer go to market strategy lagging indicators leading indicators lionbridge Paula Shannon private equity private equity firm private equity investors private equity management publicly traded sales org design sales strategy Sales Structure shareholders thesisOur guest on SBI TV is Paula Shannon, the Chief Sales Officer at Lionbridge.

How To Execute A Sales Transformation

SBI Growth

Sales Strategy Video branding JD Miller market strategy new accounts new logo acquisition new logo revenue prospecting revenue growth revenue growth diagnostic sales solution sales strategy sales team sales transformation Shareholder ValueOur guest today is JD Miller, the General Manager and Head of Sales for BravoSolution. JD has led four organizations through a successful transformation.

How to Set Sales Targets in Uncertain Times

Engage Selling

Salespeople, business leaders, and shareholders thrive on having reliable and realistic sales targets. Without them, you can’t possibly gauge performance. Setting those sales targets, more importantly, hinges on being able to consistently anticipate the future.

Buyer Activism Will Rise Among B2B Buyers

Customer Think

And that has translated to a rise in both brand activism as well as shareholder activism.&nbsp. Buying Decisions Are Affected By Intensified Buyer Activism Sentiments. During the past decade, we have seen a significant rise in consumer activism.

Business is driven by customers not by administration

Customer Think

The purpose of every business is to make money, which benefits the shareholders, the staff and the customer without whom there is no revenue to produce profit.

The Revenue-Generating CMO

SBI Growth

Revenue-generating chief marketing officers create more shareholder wealth than any other type of CMO. . More than brand-building CMOs. More than lead-generating CMOs. More than product-positioning CMOs. Download our SBI Magazine Special Issue: Revenue Attribution. What is a revenue-generating CMO? A revenue-generating CMO.

Why Your Sales Leader Needs to Understand CAC and CLTV

SBI Growth

The ratio of Customer Acquisition Cost (CAC) to Customer Lifetime Value (CLTV) is the clearest indicator of how your go-to-market investment is creating shareholder returns. Companies with high CLTV:CAC ratios enjoy a robust sales and marketing ROI. Low-ratio companies spend. Corporate Strategy Magazine Sales Strategy CAC CLTV Customer Acquisition Cost Customer Lifetime Value LTV

Ten insights on the future of SAM

Strategic Account Management Association

Shifting from focus on shareholder value only to stakeholder value as well – and a broadening understanding of what stakeholder value means. By Nicolas Zimmerman, Editor-in-chief, SAMA.

The 3-Step Agile Strategic Planning Process Is the New Normal

SBI Growth

Coupled with an execution plan, shareholder value is created. Go-to-market strategic planning enables executive leadership to make informed decisions. It dictates the development of a path forward into the market. In the past, strategic planning was a one-time event. Executive leadership. Article Corporate Strategy agile cadence agile planning big bets corporate Dan Bernoske executive fact base GTM leadership listening market operating plan RGM sbi strategic planning strategy

How Executives Steer Clear of the Expectations Treadmill

SBI Growth

Executives are hired to create value for their shareholders. It’s no secret that revenue growth is essential to a higher valuation. The dilemma lies in how to stay ahead of the curve. Gone are the days of slow and steady. Corporate Strategy Magazine Sales Strategy SBI on Demand exceed revenue growth expectations treadmill revenue growth sales strategy topline revenue

The Beginner's Guide to Balance Sheets


The right side shows the business' liabilities and shareholders' equity. On the balance sheet, you can see how assets, liabilities and shareholders' equity are reported. It's calculated with the following formula: Assets = Liabilities + Shareholders' Equity. Shareholders' Equity.

What is a Good Net Promoter Score?

Deep Insight

They also report it to their shareholders in their annual reports. International law firm DWF reported its first net promoter scores to shareholders in 2019. What is a Good Net Promoter Score? September 28, 2022. John O'Connor. Times have changed.

Capabilities-driven M&A


Capabilities-driven M&A have managed to raise shareholder value for the acquirer despite the tough years since the economic crisis of the 2000s. Mergers and Acquisitions (M&A) generally do not produce the outstanding results that they are envisioned and purported to provide.

Congratulations on Your Promotion to Account CEO

Revenue Storm

If you are managing a publicly traded account, your first tactic is to read the letter to the shareholders contained in the annual report. The dreaded subject of account planning needs an overhaul.

Account Planning: Building for Long-Term Revenue


According to McKinsey, “The five-year growth rate of total returns to shareholders for digital leaders is almost double that of all other firms,” when they undertake a digitally focused account planning strategy.

The Future of SAM – Revisited

Strategic Account Management Association

It’s not only shareholder value, customer value or stakeholder value. This blog post is based on a keynote presentation from the 2021 SAMA Annual Conference. The session was moderated by Jim Ford, Chief Commercial Officer, Solecta and SAMA Chairman of the Board.

How to Create Powerful Executive Level Presentations [+ Template]

Account Manager Tips

For example, if it means happy shareholders, you could use a picture of people applauding at an annual general meeting. How many times have you been in a presentation and drifted into a daydream? Thinking about what you'll do when you get back to your desk or what you'll have for lunch?

10 New Capture Strategy Tips to Keep Clients & Avoid Competitive Bids

Account Manager Tips

Shareholders and board/directors value growth, costs, profit and cashflow. Provide Value Reports that present measurable shareholder and stakeholder value. How a capture strategy helps avoid competitive bidding Is your client due for renewal?

The Quick Guide to Retained Earnings

Hubspot Sales

Any additional funds that aren't distributed to shareholders and investors are referred to as retained earnings. Retained earnings are the part of a business' profit that's reinvested in the business, rather than being distributed to investors and shareholders as dividends. The leftover funds from a business' profit that aren't given to investors and shareholders are known as retained earnings.

Stakeholder Mastery 3.0 – The Six Steps You Must Take

Jermaine Edwards

Therefore a business should seek to create value for all stakeholders, not just shareholders. In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders.

Debt to Equity Ratio, Demystified


It's calculated by dividing a firm's total liabilities by total shareholders' equity. Below is the formula to calculate the debt to equity ratio: Debt to equity ratio = Total liabilities / Shareholders' equity. Its total liabilities are $300,000 and shareholders' equity is $250,000.

How to Land a Sales Job in Six Simple Steps

Sales Gravy

A track record of successful selling is the best way to add value to any company – whether it’s owned by shareholders across the globe, or your own next startup. Here’s a fresh look at landing that new sales position and it’s only six steps! Even in

3 Stumbling Blocks that Prevent Managers from Being Strategic


In another Harvard Business Review study, companies with well-articulated strategies on average outperformed competitors by 304% in profits, 332% in sales, and 883% in shareholder returns.

#011 Great Answers to Tough Questions, with Michael Dodd


FIND OUT MORE ABOUT MY GUEST: MICHAEL DODD Michael is a Communication Specialist focussing on training clients to sharpen their skills in how to deal with tough questions from prospects, customers, staff, shareholders and the media.

Double Your Income By Warming Up Those Cold Calls

Sales Gravy

companies must present to shareholders aIf your salespeople are really looking for the six-figure (and potentially seven-figure) sale, have them read the company's quarterly Earnings Transcripts (if the company is public). Every quarter, public U.S.

Redesign work to Create Value

Customer Think

Work is value! Value, Not Work should be our motto. In its article, ‘In pursuit of value—not work,’ McKinsey asked, how valuable is your work. They later defined value as being commercial market value. They state work creates market value.

Failure and Success Go Together


In a 2019 letter to shareholders, Jeff Bezos wrote, "Amazon will be experimenting at the right scale for a company of our size if we occasionally have multibillion-dollar failures."

#019 Employee Engagement in a Hybrid Working World, with Robert Hicks & Lou Kwakye


It’s long been acknowledged that happy and engaged teams lead to happy and engaged customers which ultimately create happy and engaged shareholders. IN THIS EPISODE: Do you have a team whose hearts and minds are 100% invested in your business goals?

Your B2B Clients – First off – DON’T SELL – HELP, & here’s how!

Maximize Business Marketing

Their shareholders, private equity owners, want to see a short-term growth plan So, give them ideas for that. • Ideas to help your B2B clients today, during this Covid-19 pandemic. I’ve been reading many articles, and watching a lot of videos, about how to reach out to B2B clients during this Covid-19 crisis.

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Why is value-based selling so important?

Mercuri International

Beginning in the 1990s, models were introduced to manage companies based on long-term shareholder value, rather than short-term ratios. Value-based selling has been around for more than 30 years and is still as relevant as ever.

How BrewDog Successfully Delivered a Customer-Centric Approach During Uncertain Times


Owners James Watt and Martin Dickie created Equity for Punks, a financing model that gave shareholders discounts and other perks. In the last decade, the number of shareholders has grown to around 100 times that number (more than 130,000 Equity Punks).

The 5 Benefits of Greater Diversity, Equity, and Inclusion


Higher representation of women in C-suite positions results in 34% greater returns to shareholders (Fast Company). What if there were a way to increase your company’s revenue by up to 1,500% while simultaneously boosting innovation, performance, and brand image?

More Effective KAM skills: Flint Group

Brightbridge Consulting

With a mission to be the ‘best performing supplier to the printing and packaging industries as measured by our customers, shareholders and employees’ Flint Group is passionate about delivering value to its customers and driving its own growth.

3 CRM Models and How They Improve Customer Profitability


You can use revenue changes, online reviews, shareholder value, customer surveys and online engagement to measure your strategy’s success. CRM Models: How They Can Boost Customer Profitability. You’ve heard of CRM software, but are you familiar with CRM models?

Mission or promise? Is it a statement or words of hot air?

Jeffrey Gitomer

It’s some drivel about being number one, exceeding expectations, and building shareholder value that contains other nonsensical words that mean nothing to anyone except the marketing people who dreamed it up one afternoon. Tweet Can you recite your mission statement? Come on! You’ve seen it a hundred times, maybe a thousand times.

5 red flag moments when your account is at risk

Account Management Skills

If it’s a publicly listed company download the transcripts from the investor relations meetings where the CEO addresses the shareholders/investors. *This article first appeared on my Linkedin profile.

6 Strategies for Post-Merger Integration Synergies


Targets were met but the timeframe for achieving them made them ineffective—in terms of diminished returns, shareholder disappointment, or depressed share value.

Mission Statement Examples


John Deere’s mission statement: “Double and Double Again the John Deere Experience of Genuine Value for Employees, Customers and Shareholders.”. Refresher: What is a Mission Statement? Remember that a mission statement explains why your organization exists.