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2023 B2B FY23 PART 01ZXDWyRtOsRpOtNnOtOoRmN8OdN6MoMrRnPnRlOnNmNlOoOnR6MmNmPvPnQtPwMpOnOFY23 SalesDriver n=300 500 300 500 100-500 57.29%42.71%IT 28.81%38.64%32.54%MQL SQL B2B 2024 SalesDriver 300 CMO 2024 B2B MQL 55.56%MQL MQL 61.54%64.29%MQL Marketer MQL 8.33%11.11%11.11%22.22%27.78%30.56%55.56%SQL MQL SQL MQL MQL 23.08%15.38%38.46%61.54%30.77%69.23%20.00%20.00%0.00%10.00%30.00%50.00%15.38%23.08%7.69%30.77%46.15%SQL MQL SQL MQL MQL 4.55%9.09%13.64%13.64%36.36%22.73%59.09%14.29%14.29%7.14%35.71%21.43%64.29%50.00%SQL MQL SQL MQL MQL 9.52%9.52%9.52%14.29%38.10%33.33%57.14%6.67%13.33%13.33%33.33%20.00%46.67%53.33%SQL MQL SQL MQL MQL ABM ABM Marketer 33.33%25.00%18.18%27.78%73.68%63.64%66.67%40.00%77.78%88.89%72.73%81.25%86.67%ABM/20.00%57.14%55.56%60.00%42.86%83.33%70.59%16.67%57.14%62.50%100.00%25.00%75.00%80.00%66.67%80.00%83.33%ABM/16.67%33.33%50.00%36.84%66.67%68.42%50.00%46.15%85.71%50.00%60.00%88.24%77.78%ABM/25.00%28.57%36.84%44.83%50.00%61.54%72.97%77.14%ABM/ABM Marketer ABM Marketer ABM ABM 60.00%33.33%42.86%35.71%70.00%35.29%50.00%40.00%37.50%28.57%100.00%25.00%50.00%66.67%100.00%66.67%70.00%ABM/25.00%25.00%22.22%38.89%63.64%40.91%31.58%44.44%50.00%54.55%77.78%53.33%75.00%ABM/100.00%33.33%16.67%36.84%66.67%44.44%42.11%100.00%100.00%85.71%75.00%75.00%52.94%100.00%ABM/36.84%38.46%44.83%45.95%51.43%57.14%70.00%/ABM/Marketer MQL Marketer ABM MQL Marketer Marketer ABM MQL MQL Marketer MQL Marketer 25.00%18.18%22.22%16.67%45.45%52.63%100.00%33.33%66.67%60.00%72.73%53.33%81.25%ABM/MQL 33.33%16.67%41.67%21.05%42.11%66.67%50.00%42.86%37.50%61.54%70.00%55.56%64.71%ABM/MQL 30.77%37.93%40.00%42.11%42.86%48.65%65.71%ABM/MQL 33.33%28.57%50.00%42.86%40.00%47.06%72.22%16.67%25.00%37.50%57.14%25.00%66.67%40.00%50.00%100.00%58.33%60.00%ABM/MQL 46%2024 28.00%16.00%2.00%42.00%12.00%2024 30%30%-50%50%-100%33.33%12.50%27.78%8.33%25.00%22.22%4.17%41.67%50.00%38.89%12.50%12.50%11.11%2024 30%30%-50%50%-100%25.00%30.77%20.83%11.54%3.85%41.67%42.31%12.50%11.54%2024 30%30%-50%50%-100%20.00%36.00%12.00%20.00%4.00%56.00%28.00%12.00%12.00%2024 30%30%-50%50%-100%12%2024 2024 50%37.5%2024 28 2024 PART 02)CEO MQL MQL/SQL MQL MQL MQL SQL MQL SQL SDR MQL MQL MQLSDR SDR BANT MQL MQL SQL SQL MQL SQL MQL SQL MQL SQL MQL SQL BudgetAuthorityNeed Time PART 03 B2B 132 B2B ABM Marketer ABM 行业每 条 线索 的 平均 成本科技 208 美元医疗 162 美元金融 160 美元制造业 136 美元商业服务 132 美元旅行与旅游 106 美元媒体与出版 108 美元消费品 105 美元营销 99 美元教育 55 美元电信 45 美元零售 34 美元非营利性组织 31 美元渠道 每 条 线索 的 平均 成 本活动/展会 881 美元PR 294 美元口碑推荐 73 美元视频营销 174 美元LinkedIn 广告 75 美元网络研讨会 72 美元展示广告 63 美元内容营销 92 美元搜索引擎广告 110 美元社交媒体广告 58 美元搜索引擎优化 31 美元电子邮件营销 53美元 60.00%33.33%42.86%35.71%70.00%35.29%50.00%40.00%37.50%28.57%100.00%25.00%50.00%66.67%100.00%66.67%70.00%ABM/SalesDriver 36.84%38.46%44.83%45.95%51.43%57.14%70.00%/ABM/17%22%23%23%24%25%26%27%28%29%31%32%32%32%34%34%35%36%37%39%39%40%41%42%42%42%45%45%45%B2B SaaS HVAC PCB MQL 14%19%21%24%28%29%30%38%41%54%56%PPC SEO MQL B2B MQL SEO PCB B2B MQL/ABM FirstPageSage MQL MQL ABM SalesDriver 40.00%33.33%50.00%42.86%28.57%47.06%72.22%20.00%25.00%16.67%37.50%57.14%100.00%25.00%40.00%50.00%66.67%58.33%60.00%ABM/MQL 30.77%37.93%40.00%42.11%42.86%48.65%65.71%ABM/MQL/MQL/MQL/ABM A/B AI 2024&/CTA LBS+B2B B2B MQL AI 2024&1 1 MQL MQL outboud MQL MQL Warm upAI MQL Warm up MQL MQL AIGC SQL SDR MQL SDR MQL SDR AI AI AI 2024 PART 04 MQL MQL/CTA OfferMQL MQL MQL MQL CTA Offer MQL MQL MQL MQL MQL MQL CTA MQL B2B CTA Leads MQL FirstPageSage CTA 38%38%36%35%33%30%29%25%23%20%0%5%10%15%20%25%30%35%40%B2B CTA Leads MQL MQL MQL MQL MQL MQL MQL MQL /By/MQL SQL PART 05&SQL SQL 0.90%2.50%4.20%6.50%10%12.40%13.90%14.30%15.30%17.20%17.80%24.70%31.30%0.00%5.00%10.00%15.00%20.00%25.00%30.00%35.00%LinkedIn(Fb Tw&/MQL SQL B2B MQL SQL GeckoboardMQL SQL Gartner MQL SQL/&MQL SQL 13%38%21%20%12-26%16-20%2021 2019 2022 2018 2023 MQL SQL 3 MQL Pipeline 30%MQL 15%MQL 5%/5%/25%15%20%20%MQL MQL MQL Warm UPMQL MQL Warm UP MQL MQL/MQL MQL MQL MQL MQL MQL MQL MQL MQL MQL SQL Deal PART 06 B2B SQL Deal SEO SEO LinkedIn 0.00%5.00%10.00%15.00%20.00%PPCLinkedIn SEO Deal 11.16%16.10%16.38%18.40%0.00%5.00%10.00%15.00%20.00%($1B+)$100M-$1B$10M-$100M$1M-$10M Deal 14.35%14.44%14.70%14.76%14.80%15.17%15.60%15.60%15.84%15.99%16.38%17.10%17.55%18.24%18.72%19.74%20.21%0.00%5.00%10.00%15.00%20.00%25.00%/CRM Deal SQL Deal/SEO CRM SQL Deal:FirstPageSage SQL Deal B2B
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