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Introduction
Whether they buy leads, new business development data, or advertising, B2B customers are comparison shopping and need a way to prioritize the new explosion of options they have on ROI conversion rate bases. The old practices of selling data services based on a price sheet and features or of selling ads on a rate card tied to circulation and CPMs fail to provide the information needed for an ROI-based purchase. Company information and B2B trade publishers can win these bake-offs if they adopt enhanced Sales Performance Solutions analytics-laden marketing-services solutions delivering measurable ROI on new business development spending. This report greatly expands Outsell's initial work on Sales Performance Solutions to include a focus on analytics, ROI evaluations enabling ROI-based selling, and marketing services.
This report highlights:
- Successful practitioners of components of this enhanced Sales Performance Solutions II model (SPS II), and includes:
- A market overview, including an update of Outsell's Sales Performance Solutions (SPS) model;
- Market trends in new business development;
- A comparison chart listing nine companies that are executing selected components of the full SPS model;
- A look at up-and-comers and laggers, third-party solutions, and build and buy examples;
- Essential actions that are the core of the Sales Performance Solutions II model for publishers and information providers.
Pages: 38
Format: PDF 
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