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Commentary & Analysis

Business Development: Riding the New Sales Cycle

By Dr. Joe Webb
Published: December 10, 2012

Last time, Dr. Joe explained why business development is rising as a critical function in print organizations. The nature of selling is changing just as the nature of print in the communications mix is changing. And no, cold-calling has nothing to do with Winter temperatures.

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Dr. Joe Webb is one of the graphic arts industry's best-known consultants, forecasters, and commentators. He is the director of WhatTheyThink.com's Economics and Research Center.

Order copies of Dr. Webb's latest books, Getting Business, Does a Plumber Need a Website?, and Changing Our Mindset. Click here.

Dr. Joe Sightings

Visit Dr. Joe Sightings to see where you might run into Dr. Joe as he is out and about sharing his insight and wisdom.
    
Did you miss our annual Graph Expo breakfast, featuring Dr. Joe?  This year, the event was sponsored by EFI and we had a great turnout.  If you couldn't make it, or just want to listen again, visit the archive for slides and audio.

Finalizing your business plans for 2013? Have a private conference call or onsite meeting with Dr. Joe Webb to discuss the outlook for 2013 and the years ahead, with discussion and recommendations about goals and priorities that suit your business. Contact Cary Sherburne for details.

Contact cary@sherburneassociates.com to book Dr. Joe for your upcoming event! He has spoken at company planning meetings, customer events, and association events, to audiences of all sizes. Many events include a book signing during the event. Feedback has been extremely positive.

A private presentation at Graph Expo 2011 resulted in this comment: "Thank you once again for speaking to our group. We got great feedback and our members appreciated the candid talk."

An attendee at a local event stated, “Your work last Fall ‘rocked my world!’ Thank you for being honest with us. Sometimes it is hard to turn loose of the old when grasping for the new. Thanks to you, I have begun the process!”

A trade association sent a note said “Thank you for presenting the member webcast. We received fantastic feedback.... We appreciate the time you shared with key volunteers to hear their concerns so you could adapt your presentation [to their needs].”

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What do you think? Please send feedback to Dr. Joe by emailing him at drjoe@whattheythink.com. To have your question answered in the next column, click here

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