10 Critical B2B Sales and Marketing Metrics – Part 2

In my last blog post, I talked about the first five of the 10 most critical B2B marketing metrics.  Just to recap, they are: Cost per new inquiry Conversion of inquiries to qualified leads Cost to acquire a new customer Cost per new dollar of revenue. Sales and marketing cost as a percentage of total […]

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10 Critical B2B Sales and Marketing Metrics

Let’s face it.  If you tried to measure every single aspect of marketing and sales performance, you could quickly succumb to “analysis paralysis.” This affliction occurs when a company starts to spend more time analyzing data than they do communicating with prospects and customers.  In other words, their focus is on internal data instead of […]

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Are you Generating Qualified Leads or Wasting Marketing Dollars?

If you ask a dozen marketers and sales people for their definition of a qualified lead, you might hear answers ranging from “anyone that’s breathing” to “someone ready to buy today.”  Obviously, there is a wide gulf between these two extremes, especially if the definitions come from people working at the same company.  This issue […]

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