These are some of the questions that the B2B Sales and Marketing: Key Benchmarks and Best Practices Report will answer:
  • Are you over investing or under investing in your sales organization vs. your peers?
  • Are your sales teams’ activity levels (calls, visits, emails, etc.) to prospects and existing customers competitive or top tier?
  • Is your sales organization as productive as it should be in terms of revenues per pro?
  • Are your sales incentives aligned with best practices in terms of commission rates and structures?
  • How does your marketing expenditure level compare to competitors?
  • Which marketing activities are you getting the best ROI from vs. your peers?
  • How is your marketing mix changing and how should it?

CEOs and heads of Sales and Marketing can use this report to benchmark their company’s marketing and sales processes, policies, activities, investment levels and results vs. other comparable companies in their industry and vs. other B2B companies to discover new ideas and best practices.

Learn more about the research methodology and data >


Over 890 B2B companies participated in our survey, providing you with unprecedented access to confidential marketing and sales performance metrics. Use this benchmarking data to review your company’s practices and uncover how your company’s go to market strategy compares to other B2B companies – in your industry and across industries. Learn how other B2B marketers and sales managers are adjusting their marketing and sales practices and investment levels to improve their bottom lines.


Select data examples:

Investment in Sales and Marketing as a Percentage of Revenues (Mean)
B2B vs. B2C Companies Overall


Investment in Sales and Marketing as a Percentage of Revenues (Mean)
By Industry


Median Investment In Sales and Marketing As A Percentage of Total Revenues (In $ Millions)
By Company Size


Channel Mix (Median)
By Industry



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Table of Contents:
Section Topic Page
Executive Summary Key Findings and Implications 4
Who We Surveyed Demographics of Respondents 40
B2B Sales and Marketing Overview Total Expenditures, Mix, and Alignment 50
B2B Sales Sales Expenditures: Percent of Revenue and Percent of FTEs 64
Salesforce Productivity: Revenue per Salesperson, Activities per Salesperson, and Sales Cycle 76
Retention and New Customers: Retention Rates, % of New Clients, and Contribution Per New Client 102
Sales Management: Management Per Sales Ratios, and Key Levers and Alignment 119
Sales Talent and Compensation: Base Salaries, Differentials, Variable Compensation, Total Comp, and Caps 128
Best Practices: Advice from Renowned Sales Management Experts 154
B2B Marketing Expenditures, Key Tactics and Effectiveness 162
Appendix Table of Charts and Graphs
Authors
179


Table of Charts and Graphs:







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If you have any questions about the report, or would like to order over the phone or via mail, please don't hesitate to contact us:

E-Mail [email protected]

Phone
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Mailing Address

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Greenwich, CT 06830


Data and Site Licenses

We offer licenses to the data and multi-user licenses for the report. For more information please call Wayne Cooper at 203-930-2702 or e-mail [email protected].

Product Information

Every purchase of the report includes:

  • Digital PDF version (with instant download and website access)

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Research Methodology:
  • Between February and April of 2014, Chief Executive Group sent survey invitations to members of its CEO communities. A follow up survey was sent in August
  • We received 899 survey responses
  • On the following pages of this section is a breakout of these respondents by key company variables (e.g., industry, size, growth rate)

Here is a profile of the respondents:

By Company Size


By Industry



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If you have any questions about the report, or would like to order over the phone or via mail, please don't hesitate to contact us:

E-Mail [email protected]

Phone
203-930-2702

Mailing Address

One Sound Shore Drive, Suite 100
Greenwich, CT 06830


Data and Site Licenses

We offer licenses to the data and multi-user licenses for the report. For more information please call Wayne Cooper at 203-930-2702 or e-mail [email protected].

Product Information

Every purchase of the report includes:

  • Digital PDF version (with instant download and website access)

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Wayne Cooper, Managing Director, Chief Executive Research

Wayne oversees the team at Chief Executive Research and is Chairman of its parent company, Chief Executive Group. He is an experienced researcher and management consultant. He started his career as a consultant with Bain & Company and became the Chairman of Monitor Group’s west coast and Asian practices. He was also CEO of Kennedy Information where he launched their research group and Chairman of Pyramid Research, a global research and consulting firm. He is a graduate of Stanford University and Harvard Business School.


Michael Bamberger, Vice President, Chief Executive Research

Michael is a Vice President at Chief Executive Research and runs the operations of the firm’s research business, including surveying, data analysis, syndicated report production, and custom research projects. He is a former investment banker who specialized in mergers & acquisitions and private placements. Michael is a graduate of Dartmouth College.





Reuben Andujar, Research Associate, Chief Executive Research

Reuben is a research associate at Chief Executive Research and assists with surveys, data analysis, best practices research and report production. He is a graduate of the University of Richmond.









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Mailing Address

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Product Information

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If you have any questions about the report, data or multi-user licenses, or would like to order over the phone, please don't hesitate to contact us by phone, email, or using the form below.


By Phone: Please call Wayne Cooper at 203-930-2702

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Contact Us

If you have any questions about the report, or would like to order over the phone or via mail, please don't hesitate to contact us:

E-Mail [email protected]

Phone
203-930-2702

Mailing Address

One Sound Shore Drive, Suite 100
Greenwich, CT 06830


Data and Site Licenses

We offer licenses to the data and multi-user licenses for the report. For more information please call Wayne Cooper at 203-930-2702 or e-mail [email protected].

Product Information

Every purchase of the report includes:

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Frequently Asked Questions

How many B2B Companies completed the survey?

687 B2B companies completed our surveys representing a strong cross section of industries and company sizes. We had particularly strong participation from manufacturing companies (325) and professional services firms (102).

What is included with my purchase?
  • Your purchase includes instant access to a pdf version of the report
  • Access to a webinar highlighting key implications of the report
  • If you would like a printed version of the report, that can be arranged as well
Am I charged taxes or shipping and handling?

No, sales taxes and shipping costs are included in the purchase of the report. There are no additional or hidden fees.

Do I need a "Source Code" to place an order?

No, Source Codes are only relevant if you have one. We include these codes on our promotional materials to track which of our marketing efforts are most effective.

Can I be invoiced for the order?

Yes, if you would like to be invoiced, please contact us.

Can I get a refund if I am dissatisfied?

We offer a 30-day money back guarantee with your purchase. If you are dissatisfied with the report for any reason, simply send it back and we will refund your order for the full purchase price.

Please contact us if you require more information.



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Merchant Services

Money-Back Guarantee

We offer a no questions asked satisfaction guarantee included with the purchase of the report. If you are dissatisfied with the report for any reason, simply send it back within 30 days of receiving it, and we will refund your order for the full purchase price.

Contact Us

If you have any questions about the report, or would like to order over the phone or via mail, please don't hesitate to contact us:

E-Mail [email protected]

Phone
203-930-2702

Mailing Address

One Sound Shore Drive, Suite 100
Greenwich, CT 06830


Data and Site Licenses

We offer licenses to the data and multi-user licenses for the report. For more information please call Wayne Cooper at 203-930-2702 or e-mail [email protected].

Product Information

Every purchase of the report includes:

  • Digital PDF version (with instant download and website access)

  • 30 minutes of analyst time to answer any questions about the report and help you use it effectively

$1,995 Now $1,495. Save $500.

Order Now →