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Communication Challenges Customer Improve Reduce Service Revenue Expenses Treat each customer Maximize cross- Control the costs of differently sell/up-sell customer opportunities communications Improve customer loyalty and retention Improve customer Manage multiple loyalty and retention communications Correct messages channels reach the correct Measure the customers at the effectiveness and correct time ROI of marketing campaigns
The Change ConstantMass Acceptance Content One-to-One MarketingThe Web E-Commerce Mgmt. X-Media Analytics1994 1995 1997 2000 2002 2005 2007 2009 2010 2011 CRM Age of Social Cloud Mobile iPad/Tablet Loyalty Media Computing Marketing Apps
Content Rules ADS/POS Business Systems RSS Feeds Micro Sites WEB MobilePodcasts Email Online Ads Social Media Literature on Demand Direct Mail
What is your value beyond Print?How can you help your clients’succeed and grow?
Sales vs. Business Development Sales Biz Development “Want to buy “I’ve got some ideas what I got?” to help you…”
Consultative Selling Process Needs Seeks to uncover needs Partner Works as a partner Solutions Provides win-win solutions Relationships Builds relationships, then sales Value Adds value to client
Consultative Approaches Learns about client Pro-active Listening through questions Focus on Solutions Offers customer options See Clients’ Perspective Provides value Provides Counsel Maintains integrity
Why Business Development? Value beyond hardware and software Differentiate from competitors Industry results – Production solutions Biz Dev engagement drives volume growth Biz Dev Focus Marketing Strategy Marketing Plan Sales Training Software deployment
The Industry in ChangingDo you want to be part of their past?
The Industry in ChangingOr Part of their future? As a Strategic Partner
Questions?Thank You Lois Ritarossi, Senior Consultant Phone: 781-444-6849 firstname.lastname@example.org