A few years ago the respected thought-leaders, MarketingProfs and MathMarketing, collaborated on a major international survey to gain insight about why some companies grow faster than others. Sales and Marketing Alignment Benchmark focused on identifying what, if anything, high-growth companies did differently in their sales and marketing departments compared to their lower-growth competitors. A summary of the report is available here.
Here are some of the impressive and shocking findings about companies with aligned sales and marketing:
- Grew 5.4 points more than their competition
- Closed 38% more proposals
- Lost 36% fewer customers
- Marketing contributed at least 24% of the revenue opportunities
- Marketing was compensated, in part, on the conversion rate of proposals (deals won).