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.
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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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].
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.
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 |
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.
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].
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.
By Company Size
By Industry
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.
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].
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.
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 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 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.
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.
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].
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.
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
By Email: [email protected]
By Web: Please complete the form below:
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.
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].
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.
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).
No, sales taxes and shipping costs are included in the purchase of the report. There are no additional or hidden fees.
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.
Yes, if you would like to be invoiced, please contact us.
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.
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.
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].
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.