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Outsell Premier is for enterprises whose C-suite and management teams need access to our full suite of Outsell products and services. Outsell Premier includes all the benefits below, plus additional premium services for competitor analysis and monitoring. In a truly integrated experience, your business will grow as your team leverages our executive community and councils, accesses our research and data, and takes advantage of unlimited consultations with our experts.

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Outsell’s Leadership Community and Digital Councils are designed for CEOs, COOs, presidents, managing directors, and their teams to step ahead in the hyper-competitive B2B technology, data, and information services industry. Membership to this exclusive peer-to-peer community enables senior C-suite professionals and functional heads to meet with each other in person or digitally. Outsell Leadership Community and Digital Council members also have access to Outsell’s 25 years of data, analytics, and research via the Outsell platform, inquiry privilege – confidential advisory meetings between client organizations, and our team of experts.  

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A subscription to Outsell Intelligence includes access to our 25 years of data, analytics, and research via our Outsell platform and inquiry privilege for confidential advisory meetings with our team of experts. 

The Outsell platform includes proprietary industry operating practice reports, industry segment analysis and sizing, and in-depth data on an individual company level, enabling clients to benchmark and analyze the competition. 

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Custom Research and Consulting

Outsell Custom Research and Consulting is purpose-built to help senior executives identify growth opportunities, understand how to compete, and know what it will take to mitigate risk and successfully execute in their market. Our team of experts have completed custom research projects ranging in complexity, duration, and scope across multitudes of vertical industries and business functions. Never worry about asking if we have done something before—our team likes a challenge.

Examples of consulting projects we have completed:

 
✓ Value Chain Analysis✓ Strategy Visits &
Strategic Plan Development
✓ Total Available Market (TAM) Analysis✓ Market Segmentation &
Market Sizing
✓ Customer-Needs Assessment✓ Competitive Assessment
✓ Due Diligence✓ Data Licensing Opportunity Assessment
✓ Operational Assessment✓ Win/Loss, Loyalty & Voice of
the Customer
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Companies in the global data and information industry invest millions of dollars in adtech, martech, and CRM solutions to serve up leads for sales. But are they dropping the ball in the “last mile?”

To uncover the realities of sales lead response, Outsell analyzed 36 leading data and information companies spread across seven segments. The results could be better.

The Last Mile: Outsell Sales Lead Response Ranking 2017 uses data from research conducted by our analysts following our specific criteria and metrics. This is essential reading to compete, win sales, improve market share, and deliver sales, all of which we measure in this report and advise on how to improve.

Download this report to learn more about how leading information industry firms are doing and the essential actions executives need to take to better take advantage of inbound leads.

Methodology

The starting point for Outsell’s sales lead response ranking began with our lead analysts who selected companies that represent competitive cohorts in the professional information segments for the information industry. We focused on large information companies with complex sales and marketing organizations. Public and private company status was not a factor. We selected companies across a variety of sectors, including professional and B2B information, market research, education, financial and risk, and legal. We picked 36 data and information companies.

 

Contents

Why This Topic

Methodology

Data Collection and Scoring Criteria

Our Findings: Sales Lead Responsiveness Performance

Overall Sales Lead Response Performance

How the 36 Firms Stack Up by Cohort

Beyond the Metrics: Mystery Shoppers’ Experiences

Website Experiences

Sales Toll-Free Phone Number Experiences

The Marketing and Sales ROI Gap

Essential Actions

Related Research

Reports

About the Authors

Figures & Tables

Table 1. Overall Sales Lead Responsiveness Rankings

Table 2. Sales Lead Response Performance by Cohort

Figure 1. Effectiveness of Marketing Venues for Branding and Lead Generation

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