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The Four "P"s of Cross-Media Selling

Selling a cross-media solution in today's market requires four critical attributes, namely Proactivity, Proficiency, Patience, and Performance. This article cites recent research from InfoTrends to outline the four "P"s of a successful cross-media sales approach.

By Barb Pellow
Published: August 25, 2011

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A digital printing and publishing pioneer, marketing expert and Group Director at InfoTrends, Barbara Pellow helps companies develop multi-media strategies that ride the information wave. Barb brings the knowledge and skills to help companies expand and grow business opportunity.

Please offer your feedback to Barb. She can be reached at barb_pellow@infotrends.com.

 

Discussion

By Jason Pinto on Aug 26, 2011

Barb,
I think this is one heck of a timely post, especially leading up to Graph Expo.

You absolutely nailed it with this line: "The focus is NOT on selling print or even cross-media services-it is about proactively defining a client's needs and objectives and identifying new and innovative approaches to satisfy requirements".

I know that's much easier said than done, but it's a very important point.

Thanks again,
Jason

 

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