Premium Commentary & Analysis
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.
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About Barb Pellow
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.
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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