Comments on: Will Publishers Still Need Internal Salespeople? http://www.conversionrater.com/2006/06/27/will-publishers-still-need-internal-salespeople/ A discussion of ecommerce, online advertising, Web 2.0, web entrepreneurship, and just making the web convert for your goals. Fri, 19 Mar 2010 16:18:50 -0500 http://wordpress.org/?v=2.8.4 hourly 1 By: Luke Walsh http://www.conversionrater.com/2006/06/27/will-publishers-still-need-internal-salespeople/comment-page-1/#comment-6403 Luke Walsh Fri, 30 Jun 2006 21:44:55 +0000 http://www.conversionrater.com/index.php/2006/06/27/will-publishers-still-need-internal-salespeople/#comment-6403 Good information, and accurate. There is always the problem of information, or lack of, for internal salespeople. Ad salespeople must compete w/deals where ROI metrics and in some cases, ROI + brand metrics drive the deal. As exchanges drive more inventory standardization, with transparent and obvious targeting criteria, and measurable brand metrics, the advantage will shift to the technology side. This means that salespeople who fully understand how to use technology to increase TOTAL revenue while closing branded or niche or branded ad deals will be the ones who benefit the most. Good information, and accurate. There is always the problem of information, or lack of, for internal salespeople.

Ad salespeople must compete w/deals where ROI metrics and in some cases, ROI + brand metrics drive the deal. As exchanges drive more inventory standardization, with transparent and obvious targeting criteria, and measurable brand metrics, the advantage will shift to the technology side.

This means that salespeople who fully understand how to use technology to increase TOTAL revenue while closing branded or niche or branded ad deals will be the ones who benefit the most.

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