How can you improve the performance of your B2B sales organization? Set higher quotas? Provide higher commissions or accelerators? Increase training? Hire more sales specialists or, perhaps, administrators? Which levers should you push and why?
OK, an inflammatory headline to be sure – but when it comes to measuring things like demand creation waterfall conversion rates, it couldn’t be more true. As organizations put in place the processes and technology to measure and track waterfall conversion rates and average cost per lead, they’re also realizing that such metrics vary by line of business, target market, product line, region, and even country.
Well, we knew it was just a matter of time before Google issued its own credit card, right? Many companies issue branded credit cards, and now we have Google AdWords Business Credit Card (announced October 8), a formal evolution of its earlier pilot program of extending AdWords credit to small and medium-sized enterprises.
Here’s a tale of two benchmarks, both SiriusDecisions customers. We recently benchmarked their marketing and sales budgets; both have annual revenue of less than $50 million, are primarily software vendors, and have similar average selling prices and sales cycles.