Benefits

KEY INSIGHTS INTO SALES & MARKETING FUNCTIONS

Understand the critical issues to help build winning sales plans to increase revenue

INDUSTRY AND COMPANY SIZE SEGMENTATION

Benchmark your company within your industry to help your organization

DATA AND ANALYSIS AROUND COMPENSATION PLANS

Sales and marketing compensation data to attract and retain key talent

INFORMATION ON NEW TECHNOLOGIES

Discover new technology and methodology to shorten the buy cycle and supersize sales

DATA ON MARKETING SPEND AS A % OF REVENUE

Forecast your sales more accurately to insure you’re not under or over spending

INSIGHT FROM SALES EXPERTS LIKE NEIL RACKHAM

Consultative sales help keep the pipeline flowing and secure your company’s future

The B2B Sales and Marketing-Key Benchmarks & Best Practices Report

Your easy-to-digest survival guide to ensure that your
sales and marketing teams are equipped with:
  • The tools to capture sales from your competitors
  • Strategies to increase average sales size and reduce sales lead times
  • Information to benchmark against your competition

Only $1,495

Based on responses from 899 companies across a variety of industries and sizes, The B2B Sales and Marketing: Key Benchmarks and Best Practices Report provides real world benchmarks that enable executives to understand the key sales and marketing drivers of their industry and own business.

With 139 charts and graphs, the report provides insight on the effectiveness and use of nearly all sales and marketing channels and tactics.  The report reflects rapidly shifting priorities, including digital channels.

Only $1,495

Distribution of Respondents by Company Size

Under $2MM: 124
$2MM - $4.9MM: 78
$5MM - $9.9MM: 59
$10MM - $24.9MM: 139
$25MM - $49.9MM: 120
$50MM - $99.9MM: 119
$100MM - $249.9MM: 99
250MM – 9.9B: 133
$10B: 9

COMPLETE LIST OF CHARTS

Distribution of Respondents by:
  • Revenue Growth & Forecast
  • Company Size
  • Operating Margin
  • Percent Of Sales Outside The U.S.
  • Price Strategy
Variable Compensation as a % of Base Salary:
  • Across B2B Companies
  • By Operating Income
  • By Revenue Growth
  • By Industry
Survey Respondent Information:
  • # of Respondents By Customer Type
  • # of Respondents By Industry
  • % of Respondents Using Each Marketing Tool & Effectiveness
Policy on Sales Commission Caps by:
  • Customer Type
  • Industry
  • Revenue Growth
  • Revenue Growth
Total Compensation Multiple:
  • Highest Paid vs. Lowest Paid By Customer Type
  • Highest Paid vs. Lowest Paid By Industry
  • Highest Paid vs. Lowest Paid By Operating Income
  • Highest Paid vs. Lowest Paid By Revenue Growth
  • Commissions and Bonuses as a % of Base Salary
  • Variable Compensation As A % of Base Salary By Revenue Growth
Total Marketing Expenditure As a % of Revenue Among:
  • Construction Companies
  • Financial Service Companies
  • Manufacturers
  • Media Companies
  • Professional Service Companies
  • Software Companies
  • Wholesale/Distribution Companies
Total Marketing Expenditure as a % of Revenue by:
  • Company Size
  • Industry
  • Operating Income
  • Revenue Growth
  • Customer Type
Total Sales Compensation by Industry:
  • Bottom Quartile
  • Median
  • Top Quartile
  • Primary Market – B2B
  • Primary Market – B2C
  • Primary Market – Both Businesses and Consumers
Average Contribution Margin on New Revenue by:
  • Channel
  • Company Size
  • Industry
  • Primary Market
Average Lead Time to Close a New Sale by:
  • By Channel
  • Company Size
  • Industry
  • Primary Market
Sales E-Mails & Calls per Week per Salesperson:
  • Among Manufacturers
  • By Customer Type
  • By Operating Income
  • By Revenue Growth
  • By Industry
Number of Visits per Salesperson per Week
  • Among Manufacturers
  • By Customer Type
  • By Industry
  • By Operating Income
  • By Revenue Growth Past Year
Base Sales Compensation
  • Average Base Sales Salaries By Industry
  • Base Sales Compensation – Overall
  • Base Sales Compensation: Highest Paid vs. Lowest Paid By Industry
  • Base Salesperson Salary Differentials: Highest vs. Lowest Paid By
  • Customer Type
CEO Perspectives on:
  • Importance Of Marketing & Sales Levers For B2B Businesses
  • Satisfaction With Marketing & Sales Levers For B2B Businesses
  • Sales and Marketing Alignment
Miscellaneous Charts:
  • Change In Spending On Sales
  • Change In Spending On Sales vs. Change In Expected Revenues
  • Use Of Psychological Assessment Tools When Recruiting Sales
  • Candidates
  • Distribution Of Marketing Tool Effectiveness and Utility For B2B
  • Businesses
Channel Mix:
  • By Industry
  • B2B Vs. B2C Companies
  • Low Vs. Premium Priced Suppliers
Investment in Sales and Marketing as a Percentage of Total Revenue:
  • Median By Industry
  • Median By Primary Market
  • Manufacturers Overall
  • Median For Low Priced vs. Premium Priced Companies
Investment in Sales as a Percentage of Revenue by:
  • Company Size
  • Customer Type
  • Industry
  • Operating Income
  • Pricing Strategy
  • Revenue Growth
Median Investment in Sales & Marketing as a % of Revenue by:
  • Company Size
  • Revenue Growth
Percentage of FTE’s in Sales by:
  • Customer Type
  • Industry
Percentage of Repeat Customers by:
  • Company Size
  • Industry
  • Operating Income
  • B2B Vs. B2C
% of Target Revenue from New vs. Existing Clients by:
  • Operating Income
  • Revenue Growth
Total Sales from New Customers by:
  • Channel
  • Company Size
  • Industry
  • Primary Market
Revenue by Customer by:
  • Channel
  • Company Size
  • Industry
  • Industry – Manufacturers
Sales Executive and Supervisors per 10 Sales People by:
  • Company Size
  • Customer Type
  • Industry
  • Revenue Growth
Salesforce Productivity: Average Revenue by:
  • Salesperson By Channel
  • Company Size
  • Industry
  • Primary Market
  • Estimated Contribution Dollars Per Sales Person

CEO Satisfaction with Marketing & Sales Levers for B2B Businesses

Salesforce Effectiveness 94%
Developing and Retaining Sales Talent 82%
Marketing Effectiveness 71%
Salesforce Recruiting 58%
Marketing analysis 54%
Developing and Retaining Marketing Talent 46%
Developing Online Marketing Skills 36%
Leveraging Big Data for Marketing and Sales 29%

Authors

  • Testimonial

    Wayne Cooper

    Managing Director, Chief Executive Research

    About Wayne Cooper

    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.

  • Testimonial

    Michael Bamberger

    Vice President, Chief Executive Research

    About Michael Bamberger

    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.

  • Testimonial

    Andrew Aulenti

    Research Associate, Chief Executive Research

    About Andrew Aulenti

    Andrew 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 Connecticut and currently attending UConn where  he is earning his Masters Degree in Business Administration. 

FAQs

What information is available in the report?

The B2B Sales and Marketing: Key Benchmarks and Best Practices Report provides real world benchmarks that enable executives to understand the key sales and marketing drivers of their industry and own business.   With 139 charts and graphs, the report provides insight on the effectiveness and use of nearly all sales and marketing channels and tactics.   The report reflects rapidly shifting priorities, including digital channels.

What industries are covered in the report?

  • Manufacturing Overall
  • Industrial Production
  • Electronics
  • Chemicals
  • Food and Beverage
  • Other Manufacturing
  • Wholesale/Distribution
  • Media
  • Construction
  • Financial Services
  • Professional Services
  • Software
  • Other Non-Manufacturing

What is included with my purchase?

  • Digital PDF version (with instant download and website access)
  • 185 pages filled with practical insight and strategic value
  • 139 charts and graphs with detailed data
  • 30 minutes of analyst time to answer any questions about the report and help you use it effectively

When will my shipment arrive?

The packages are shipped from our fulfillment facility in Pennsylvania via FedEx. Shipments typically arrive in 3-5 business days from when you place your order.

Am I charged for shipping or taxes?

Taxes and shipping costs are included in the purchase price of $1,495. There are no additional fees associated with the purchase of the report.

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 materias.

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, less shipping costs.

CONTACT Details

By Phone: Jason Golden at (203) 889-4978

By Email: Research@chiefexecutive.net

Please complete the form below:

Your Name (required)

Your Email (required)

Subject

Your Message

Order Now

Only $1,495.