Managing Enterprise Accounts: Customer Lifetime Value

Managing Enterprise Accounts: Customer Lifetime Value is an elearning course that shows you how to define and calculate CLV. As a salesperson, you’re in the business of creating customers, not buyers. You want the loyalty of a long-term relationship, not a one-off purchase. One component of developing loyalty is understanding a customer’s lifetime value (CLV), or the total revenue you can expect during their entire association of doing business with you. In this program, we’ll discuss how to calculate that number and why it’s important. We’ll discuss churn and retention rates, revenues and margins per customer, and the formulas used to determine these values.

This course is part of our series on Managing Enterprise Accounts. For future reference, the formulas, along with detailed examples, are included in the printable course document. The course also comes with a final exam to ensure comprehension of the key takeaways.