Published November 12, 2015
Following on the success of their 2012 book entitled The Challenger Sale: Taking Control of the Customer Conversation, authors Matthew Dixon and Brent Adamson have published a new book entitled The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. This article outlines ideas from the new book and explores how winning the right types of customers can enable salespeople to do their jobs more effectively.
Published October 29, 2015
Consumers have all channels turned on and they are in control of how they gather information, obtain advice from friends and family in their social networks, and complete transactions with suppliers. This article cites recent research from InfoTrends to explore the role that service providers can play in delivering an omni-channel experience.
Published October 15, 2015
The 2015 Xerox Premier Partners Congress (October 6-7 in Prague, Czech Republic) explored how the power of networking can be put to work. This article highlights just a few of the positive experiences that attendees and business partners enjoyed at this year’s event.
Published October 1, 2015
Mobile technology can interact with the consumer at the most contextually relevant time and location possible. Mobile can and will work when it is used properly. This article discusses the fundamentals of creating a true customer experience and explores how Target Stores created an effective mobile campaign for the 2014 holiday season.
Published September 24, 2015
By improving the customer experience, businesses can drive value, reduce cost, and build a competitive advantage in the marketplace. Customers are seeking partners that deliver solutions beyond simple variable data, pURLs, and customized landing pages. The article explores how businesses can gain a competitive advantage by delivering an improved customer experience.
Published September 10, 2015
Mobile facilitates new thinking because its capabilities and tools enable marketers to transform why, when, where, and how audience members engage with their brands. This article explores how mobile technology is changing consumer behaviors and creating new opportunities for highly interactive engagement.
Published September 3, 2015
Data offers businesses new opportunities to better understand their customers through a limitless number of sources, including purchasing behaviors, interactions, demographics, and history. Last week’s article discussed the challenges that marketers face in today’s data-driven world, and this one explores the strategies that Innovairre is pursuing to help clients effectively use data.
Published August 27, 2015
Corporations are increasingly relying on data to learn about customers, invest in new products and services, adjust sales and marketing activities, and assess new market opportunities. This article discusses the challenges that marketers face in today’s data-driven world.
Published August 13, 2015
To remain competitive in today’s transitional market, printers are embracing the importance of adding value. This article leverages InfoTrends’ research to explore how value-added services can contribute to business growth.
Published August 6, 2015
According to Josh Linkner’s book entitled The Road to Reinvention: How to Drive Disruption and Accelerate Transformation, some leaders freeze instead of acting because they are concerned about the consequences of change. This article explores how McBattas disrupted the status quo and reinvented itself with digital folding cartons.
Published July 30, 2015
Earlier this month, Chicago-based Tukaiz announced the opening of its in-house boutique creative division known as agenz. Highlighting points from a recent Rick Webb book, this article explores how today’s businesses can make the transition to offering agency-oriented services.
Published July 23, 2015
Today’s marketers are seeking partners that can help them deliver the right message at the right time, while also delivering the most effective data strategies to ensure that offers are not dead on arrival. This article explores how print service providers can capitalize on this opportunity by building data expertise.
Published July 9, 2015
Without leaving their homes or offices, individuals can assess and evaluate an array of products and services. The most successful firms understand that the lifetime value of a customer is more important than the value of the initial transaction. This article explores how Kohler Co. partnered with OneTouch Point to stand out from the competition and maximize the value of long-term customer relationships.
Published June 25, 2015
According to McKinsey & Company, following the leader can be dangerous to your future profitability. This article explores four steps for optimizing performance in today’s digital world, and also discusses the importance of developing a digital quotient.
Published June 11, 2015
At the Dscoop Open event (June 3-5 at the Convention Center in Dublin, Ireland), solutions partners shared their perspectives on how to make a “hole in one” with digital printing. This article provides a brief overview of the event’s highlights.
Published May 14, 2015
During the 2015 Inkjet Summit, service providers acknowledged that much of the innovation in their markets was done in collaboration with customers and driven by the dynamic changes in the clients’ specific businesses. This article explores how inkjet technology is delivering key advantages to transactional printing, direct mail marketing, and publication printing applications.
Published May 7, 2015
During the 2015 Inkjet Summit, a number of innovators acknowledged the need to leverage emerging technologies to profitably accelerate business growth. This article explores how Access Direct has reinvented itself as a leader in data management, variable messaging, and inkjet printing. It also demonstrates how Access Direct’s actions parallel the advice given in Josh Linkner’s book entitled The Road to Reinvention: How to Drive Disruption and Accelerate Transformation.
Published April 30, 2015
In what is perceived as a commodity-oriented marketplace, print sales reps struggle to maintain a proper balance between features and benefits. This article explores how Symeta (Brussels, Belgium) has transformed its business with strong sales and marketing and a value-based approach to communications.
Published April 23, 2015
Service providers of all sizes are constantly talking about the need to transform their businesses from commodity-oriented organizations to marketing and communication service specialists. A recent article from McKinsey & Company details six steps for driving revenue and margin improvements, and these steps are discussed in this piece.
Published April 9, 2015
Because of new and emerging technologies, today’s business owners face a whole new set of challenges. According to Josh Linkner’s book entitled The Road to Reinvention, the way that you position your company and communicate to your various audiences and target markets is a critical component of transforming your business. This article highlights real-world examples of how the art of storytelling can help accelerate businesses transformation.
Published April 2, 2015
The relentless pace of change is exacerbating the challenges that business owners face today. According to Josh Linkner’s book entitled The Road to Reinvention, leading companies are disrupting the status quo to achieve growth and economic gain. This article explores how businesses can take Linkner’s advice to avoid losing ground.
Published March 26, 2015
Proactive sales and marketing investments are vital to growing and driving business results. Citing research from McKinsey and Company, this article explores strategies for building superior marketing and sales capabilities.
Published March 12, 2015
Infrastructure includes the basic physical and organizational components that contribute to the success of an organization in terms of the sale and delivery of products, services, and solutions. This article is part of a series exploring trends worth watching in the printing industry. It explores the infrastructure investments that are critical for success in today’s market.
Published March 5, 2015
In his book entitled Innovation and Entrepreneurship, Peter F. Drucker states that an entrepreneur “always searches for change, responds to it, and exploits it as an opportunity.” This article explores the ways in which entrepreneurs and service providers can leverage existing technologies to successfully innovate.
Published February 26, 2015
Although wearable technologies are still in the early adopter phase, the power of connectivity is driving change at an unprecedented rate. With the information available from wearables, marketers will be able to understand context and generate much more relevant messages. This article is part of a series exploring trends worth watching in the printing industry.