We’re excited to share Fulcrum’s IDE Framework with you. In this video, I do a very thorough (long-winded) walk-through of how to INITIATE, DEVELOP, and ENHANCE (hence the IDE Framework) net new customer relationships and sales opportunities.

Furthermore, we will dive into the primary metrics in analyzing a sales/marketing effort’s return on investment – Customer Acquisition Costs (CAC), Initial Transaction Value (ITV), and Lifetime Value of a Customer (LTV). Consider this…

• INITIATE Opportunities → Prospecting → CAC
• DEVELOP Opportunities → Closing → ITV
• ENHANCE Opportunities → Retaining → LTV