Lifetime Customer Value

Title: Lifetime Customer Value

Description:
Transactional selling is about buyers. Key account selling focuses on creating clients, i.e., building a long-term relationship that delivers benefits for you and your customers over time. You must understand these relationship benefits, called “lifetime customer value” (LCV), in order to make strategic and tactical selling decisions. This program gives examples of how to calculate LCV to help you to compute LCV for your prospects.