Emilio Garcia says track both growth metrics like revenue and pipeline size, and efficiency ratios like cost per lead and cost per client. You don't need to match competitors' ratios. Instead, align your targets with what you're actually trying to do: if you're chasing market share, you might spend more on acquisition than rivals.
the ratios of growth of your value metrics like revenue growth, deal pipeline, dollar value, and obviously the raw number of MQLs, SQLs, opportunities you have and how fast you're growing them. But don't forget the ratios of efficiency, right? Is the cost per lead, the cost per opportunity, the cost per client. And that doesn't mean on the benchmarking of it, That doesn't mean that you have to match your competitors' ratios because your organization will have different goals. There are times where you will say, well, I'm willing to pay more for my, for the acquisition of leads, of traffic, of clients, because my goal is to grow share. And the only way to do that is that I outspend my competition, if you want to call it that way, or in presence, in share of voice. You just have to be knowledgeable of what are the main goals that the company is pursuing.
