80/20 Customer Value RFM

Use this skill to find the customers, buyers, leads, or accounts that deserve disproportionate attention. It is based on 80/20 Sales and Marketing by Perry Marshall.

Source Traceability

Primary source: 80/20 Sales and Marketing, chapters 12, 19, 22, and 23.

• Chapter 12 covers premium buyer behavior and hidden customer value.
• Chapter 19 covers removing problem customers and weak performers.
• Chapter 22 covers choosing the few measurements that matter.
• Chapter 23 covers recency, frequency, money, and customer-value measurement.

Workflow

1. Define The Customer Set