Skip Navigation

Sales Performance Solutions II Model Creates Path to ROI Selling

Image of Chuck Richard

Author: Chuck Richard, Vice President & Lead Analyst

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. It 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.


Pub Date: April 14, 2009
Type: Market Report
Segments: B2B ITTRRS MRRS SAS
Keywords: Sales, Business Models, B2B E-commerce, Web Services
Pages: 38
Format: PDF Application_pdf

We provide a link to download a PDF at the end of the purchase process.

Table of Contents

  • Why This Topic?
  • Methodology
  • Market Overview
    1. New Sales Performance Solutions II Model
    2. CRM Integration Is Important But Not Sufficient
  • Market Trends in New Business Development
    1. Feature One: Marketing Services
    2. Feature Two: ROI-Based Selling
    3. Feature Three: Analytics – Scarce Prerequisite Resource and Mindset
    4. Good Bye, Features List Selling and Good Bye, Rate Card!
  • Sales Performance Solutions II Model In Use
    1. Onvia: Marketing Services through Thought Leadership
    2. Manta
    3. Hoover’s
    4. McGraw-Hill Construction
    5. ThomasNet
    6. GlobalSpec
    7. IDG
    8. TechTarget
    9. Up and Comers and Laggers
    10. Third Parties for Quick Sales Performance Solutions Kick Off
    11. Build and Buy Examples
  • Essential Actions
  • Related Research

    • Tables & Figures

  • Figure 1. Outsell’s Original Sales Performance Solutions Model
  • Figure 2. Expanding Outsell’s Original SPS Model
  • Figure 3. SPS II Updated, Improved Model
  • Figure 4. Percent of Companies Using CRM Systems
  • Figure 5. Biggest Drawbacks and Problems in Buying Advertising
  • Table 1. Percent of Online B2B Marketing Spending on Company’s Own Website
  • Figure 6. Marketing Spending on Companies’ Own Websites
  • Figure 7. Total Online Marketing Spending Allocation
  • Table 2. Jigsaw ROI Selling Claims
  • Figure 8. Share of Online Marketing Spending on Lead Generation Methods
  • Figure 9. Percent Responding to Follow-Up Calls, Actual Follow-Up Practice
  • Figure 10. Top Metrics Most Critical for Small and Large Firms to Collect
  • Figure 11. Net Percent of Firms Increasing Marketing Management and Tracking Activities
  • Figure 12. Percent of Online Marketing Budget on Different Ad Types
  • Table 3. SPS II Model in Use by Publishers
  • Figure 13. ThomasNet Web Solutions Marketing Services
  • Table 4. GlobalSpec Rates for Display and Lead Generation Programs
  • Table 5. TechTarget Managed ROI Program

Companies Mentioned

  1. BuyerZone.com, Inc.
  2. ClearGauge, Inc.
  3. Constant Contact, Inc.
  4. Demandbase, Inc.
  5. Dow Jones & Company
  6. Eloqua Corporation
  7. GlobalSpec, Inc.
  8. Hoover's, Inc.
  9. HubSpot, Inc.
  10. Infogroup, Inc.
  11. INPUT
  12. International Data Group (IDG)
  13. Jigsaw Data Corporation
  14. LexisNexis
  15. LinkedIn Corporation
  16. Manta Media, Inc.
  17. Manta.com
  18. McGraw-Hill Construction
  19. NetLine Corporation
  20. Onvia, Inc.
  21. Reed Business Information US
  22. Reed Construction Data
  23. Salesforce.com, Inc.
  24. TechTarget
  25. Thomas Publishing Company
  26. ThomasNet Forums
  27. United Business Media plc
  28. VerticalResponse, Inc.
  29. Zoom Information, Inc.