The document outlines strategies from a marketing workshop, including internal marketing techniques like treating employees well so they promote the business, and external strategies such as networking, becoming a local expert, and charitable donations. It also discusses advertising approaches like email marketing, reduced cost advertising through partnerships, and branding on clothing or vehicles. The goal is to provide low-cost, high impact marketing tactics business owners can implement.
Believe it or not, it is easy to create new opportunities for building wealth. In fact, unseen opportunities are passing you by everyday. The only thing you need to do is to look at these overlooked opportunities with fresh eyes and capitalize on them.
Marketing genius Jay Abraham shares with you a program that will help you reach the pinnacle of success. Using the strategies he has utilized as a top advisor to some of America’s top corporations, Jay teaches you how to spot hidden assets and how to use untapped resources to maximize your career and increase your income.
This executive book summary provides a high-level overview of the book "Barking Up a Dead Horse" in 3 paragraphs:
1) The book explores a new approach to sales and business development that combines real-world business strategy with interpersonal psychology and finding meaning at work. It examines how adjusting one's thinking, language, and process at a deeper level can help professionals grow their business without changing who they are.
2) Most sales professionals struggle with not clearly communicating their unique value, not having an effective client engagement process, and being too emotionally attached to closing deals. The book presents a model to help professionals improve in these key areas.
3) By getting clear on what types of clients
Leadership Brands: How The Right Strategy Can Beat The Un-EconomyTaitSubler
The document discusses the concept of leadership brands and how brands can adopt leadership characteristics to succeed, especially in difficult economic times. It outlines four defining characteristics of leadership brands: 1) they address intractable customer problems or create new categories, 2) they provide an aspirational identity for customers, 3) they emphasize values over price, and 4) they inspire tangible actions. Examples like Apple, Best Buy, and Obama are used to illustrate how brands can develop leadership themes by addressing these characteristics.
Top CEOs share their views on managing an economic downturn without cutting prices, salaries, or staff. They recommend continuing to invest in innovation and employee development. Communicating openly with employees and customers is important to generate optimism. Carefully evaluating employees can identify underperformers without cutting salaries across the board. Mergers and acquisitions may provide opportunities during a downturn. The magazine issue includes articles on Arabic calligraphy and marketing work recently completed by Grow.
The Sales Hunter Smalll Business Sales Development Workbook 2012Mark Hunter
This document provides a workbook for small businesses to improve their sales and marketing. It includes templates and questions to help businesses conduct a SWOT analysis, define their business and marketing plan, allocate resources, manage salespeople and accounts, and develop strategies for growth. The workbook is designed to help business owners look at their company with a fresh perspective in order to identify new opportunities and make improvements.
This document discusses eight critical success factors for lead generation success: 1) Focusing on conversation rather than campaigns to build relationships over time, 2) Collaborating between sales and marketing as a team, 3) Defining an ideal customer profile, 4) Establishing a universal lead definition, 5) Implementing an effective lead management process, 6) Developing a foundational database, 7) Using integrated multimodal tactics, and 8) Consistently nurturing leads. The author advocates understanding customers' buying processes and addressing their key business issues at each stage through relevant communication.
Believe it or not, it is easy to create new opportunities for building wealth. In fact, unseen opportunities are passing you by everyday. The only thing you need to do is to look at these overlooked opportunities with fresh eyes and capitalize on them.
Marketing genius Jay Abraham shares with you a program that will help you reach the pinnacle of success. Using the strategies he has utilized as a top advisor to some of America’s top corporations, Jay teaches you how to spot hidden assets and how to use untapped resources to maximize your career and increase your income.
This executive book summary provides a high-level overview of the book "Barking Up a Dead Horse" in 3 paragraphs:
1) The book explores a new approach to sales and business development that combines real-world business strategy with interpersonal psychology and finding meaning at work. It examines how adjusting one's thinking, language, and process at a deeper level can help professionals grow their business without changing who they are.
2) Most sales professionals struggle with not clearly communicating their unique value, not having an effective client engagement process, and being too emotionally attached to closing deals. The book presents a model to help professionals improve in these key areas.
3) By getting clear on what types of clients
Leadership Brands: How The Right Strategy Can Beat The Un-EconomyTaitSubler
The document discusses the concept of leadership brands and how brands can adopt leadership characteristics to succeed, especially in difficult economic times. It outlines four defining characteristics of leadership brands: 1) they address intractable customer problems or create new categories, 2) they provide an aspirational identity for customers, 3) they emphasize values over price, and 4) they inspire tangible actions. Examples like Apple, Best Buy, and Obama are used to illustrate how brands can develop leadership themes by addressing these characteristics.
Top CEOs share their views on managing an economic downturn without cutting prices, salaries, or staff. They recommend continuing to invest in innovation and employee development. Communicating openly with employees and customers is important to generate optimism. Carefully evaluating employees can identify underperformers without cutting salaries across the board. Mergers and acquisitions may provide opportunities during a downturn. The magazine issue includes articles on Arabic calligraphy and marketing work recently completed by Grow.
The Sales Hunter Smalll Business Sales Development Workbook 2012Mark Hunter
This document provides a workbook for small businesses to improve their sales and marketing. It includes templates and questions to help businesses conduct a SWOT analysis, define their business and marketing plan, allocate resources, manage salespeople and accounts, and develop strategies for growth. The workbook is designed to help business owners look at their company with a fresh perspective in order to identify new opportunities and make improvements.
This document discusses eight critical success factors for lead generation success: 1) Focusing on conversation rather than campaigns to build relationships over time, 2) Collaborating between sales and marketing as a team, 3) Defining an ideal customer profile, 4) Establishing a universal lead definition, 5) Implementing an effective lead management process, 6) Developing a foundational database, 7) Using integrated multimodal tactics, and 8) Consistently nurturing leads. The author advocates understanding customers' buying processes and addressing their key business issues at each stage through relevant communication.
This document discusses eight critical success factors for lead generation success: 1) focusing on conversation rather than campaigns to build relationships, 2) collaborating between sales and marketing, 3) defining an ideal customer profile, 4) establishing a universal lead definition, 5) implementing an effective lead management process, 6) building a foundational database, 7) using integrated multimodal tactics, and 8) providing consistent lead nurturing. The author advocates for sustaining ongoing dialogue with customers to position lead generation as relationship building.
How does today's small business owner build a company of distinction that insures that company will flourish. Only way is to built it right and this presentation will show you how. Creating "Wow!" moments is the start. using the Internet effectively is a plus as well.
UNSTUCK: Use the Brand-As-Business Management Approach to Troubleshoot Your Business is a short guide that introduces six prevalent business issues and the solutions offered by the brand-as-business approach.
The document is a February 2009 issue of a marketing magazine. It discusses focusing marketing resources during difficult economic times, understanding marketing effectiveness through a 5 parameter review, and earning a monthly dividend by referring new clients to the marketing firm Agora through their referral program.
The document provides steps to increase sales, including defining your brand in 10 words and 10 seconds, documenting your sales process, setting clear goals, profiling prospects, qualifying leads strongly, painting an emotional picture, connecting personally, creating demand through differentiation, closing deals early through trust and likability, thanking customers, and evaluating your performance for improvement. The overall message is that standing out through a clear brand and value proposition, building relationships, and focusing on the emotional and early stages of the sales process are keys to increasing sales.
Christopher Ryan is the CEO of Fusion Marketing Partners, a strategic B2B marketing consultancy. He has over 25 years of senior marketing experience at companies like PeopleSoft and Sybase. Ryan is a frequent writer and speaker on marketing topics and has authored several books. He aims to help companies build unstoppable marketing and sales machines through Fusion Marketing Partners' proven strategies.
The science of influence 2013 - Selling InteractionsAnderson Hirst
A summary of insights to help you to apply science to influence for effective sales meeting. This white paper will provide you with 12 big ideas to stimulate your thoughts about managing customer interactions differently and we provide practical tips on how to apply this in sales in everyday situations.
By Ms. Marguerite Zimmerman
CEO of e=mz2 (Momentium)
www.emz2.com
In this session you will gain knowledge and skill on how top performers:
Identify and develop sales opportunities
Prepare and strategize for effective sales meetings
Deploy evidence based face to face selling skills to build trust, create need and help the buyer make a buying decision
How to use third party stories to leverage the sale.
Martin Wrobel provides advice on how startups can acquire their first customers. He discusses the importance of customer acquisition and validation. Some key points include focusing on an ideal customer profile, understanding the customer journey, testing sales channels, and ensuring customer lifetime value exceeds customer acquisition costs. The presentation covers principles of customer-centricity, sales versus marketing, and using data to optimize acquisition strategies over time.
The document discusses new rules for sales enablement. It argues that traditional approaches of providing sales collateral through portals are ineffective. Instead, it advocates for enabling salespeople to have valuable conversations with buyers. The key points made are: 1) Sales enablement should provide the right knowledge for specific selling situations in a timely manner; 2) Experience from salespeople in the field is more valuable than expertise from corporate; 3) Proven sales strategies or "plays" that work in different situations should be provided.
Before you start the activities that communicate/promote your brand (branding), it's important to establish what your brand actually means; the type of product/service to which it adds value; what it stands for; its point of view and how -- and to what extent - - it really differs from other brands (establishing the brand). I'm in the UAE (Abu Dhabi) and interested in working in Training/Instructional Design. E:mail: orxil(at)yahoo.com
Where are we and where are we going with marketing for a small business? Simpley put we have come a long way in a short time and the power of the Internet is available to today's busy business owner. The tools are available and this presentation will help you plan your next step in how to use them.
Thought Leadership Marketing - Silicon Valley AMA (SVAMA)Dana Vanden Heuvel
This document outlines a presentation on thought leadership marketing. It discusses defining thought leadership and its growth in marketing. It provides examples of companies that use thought leadership effectively, such as Cisco, Crest toothpaste, and Breakthrough Management Group. It also discusses how to recognize thought leadership opportunities, the keys to successful thought leadership marketing, and benefits of thought leadership marketing for positioning a company as an industry leader.
Deming 14 points survey 2010 from john cachatJohn Cachat
- The document appears to be survey results about an organization's implementation of Deming's 14 Points.
- Based on the responses, 51.2% of respondents said the organization had done "Good" at creating constancy of purpose toward improving products/services.
- 45.1% said the organization had done "Good" at adopting a new philosophy of management awakening to challenges and taking leadership for change.
The document discusses various approaches to developing creative strategies and big ideas for advertising campaigns, including determining the target audience, identifying inherent drama or key benefits of the product, and establishing brand image or positioning. It also covers techniques for developing concepts like the unique selling proposition and evaluating ideas through input verification and revision.
The document discusses how to map marketing content to the buyer's journey. It argues that the buyer journey does not start with searching for a product, but with having questions that content can answer. It recommends focusing content creation on answering questions prospects have at different stages, from early awareness to purchase. The document also discusses optimizing content distribution across owned, earned, and paid channels and measuring the ROI of the content marketing program over time.
This Presentation was delivered by Sir Eric Seyram A at the “iSpace Women’s Entrepreneurs” Program. organised by ispace, a technology hub in Accra supporting start ups and in partnership with Google for Entrepreneurs,
The program was a three-week intensive program aimed at women entrepreneurs who are looking to create a winning business proposal and business pitch. Participants were coached by Sir Eric Seyram A and other industry experts on how to write their business proposal and present themselves to potential investors. Some selected business proposals got a sponsored package from iSpace and also a one on one mentoring with few of the leading women in business in Ghana today.
The program run from 1st April to 18th April 2014 within which there were 9 lecture sessions.
The presentation was captioned Carving your Marketing Strategy and sought to orient participants on how they can create value for their customers and other stakeholders to ensure competitiveness, profitability and sustainability.
The Future of Content Marketing - BrandManageCampMichael Brenner
The world is changing incredibly fast. And no function has been more impacted in the business more than marketing. Content marketing has emerged as a way for business to attract an audience vs. buying or interrupting them. Most of us are involved in content marketing at some level. But what does the future look like?
In this presentation, I present the 4 major trends you need to focus on in 2017
Internal Marketing: The Missing Link in Strategy Implementationmaysbusiness
The document discusses internal marketing and its importance in strategy implementation. It defines internal marketing as aligning, motivating, and empowering employees to deliver a positive customer experience. It provides examples of good internal marketing from companies like Disney and Southwest Airlines that treat employees as internal customers. The document includes an internal marketing mini-audit for organizations to assess their internal marketing efforts and a conclusion that emphasizes using internal marketing to improve external marketing and treating employees as customers.
This document discusses eight critical success factors for lead generation success: 1) focusing on conversation rather than campaigns to build relationships, 2) collaborating between sales and marketing, 3) defining an ideal customer profile, 4) establishing a universal lead definition, 5) implementing an effective lead management process, 6) building a foundational database, 7) using integrated multimodal tactics, and 8) providing consistent lead nurturing. The author advocates for sustaining ongoing dialogue with customers to position lead generation as relationship building.
How does today's small business owner build a company of distinction that insures that company will flourish. Only way is to built it right and this presentation will show you how. Creating "Wow!" moments is the start. using the Internet effectively is a plus as well.
UNSTUCK: Use the Brand-As-Business Management Approach to Troubleshoot Your Business is a short guide that introduces six prevalent business issues and the solutions offered by the brand-as-business approach.
The document is a February 2009 issue of a marketing magazine. It discusses focusing marketing resources during difficult economic times, understanding marketing effectiveness through a 5 parameter review, and earning a monthly dividend by referring new clients to the marketing firm Agora through their referral program.
The document provides steps to increase sales, including defining your brand in 10 words and 10 seconds, documenting your sales process, setting clear goals, profiling prospects, qualifying leads strongly, painting an emotional picture, connecting personally, creating demand through differentiation, closing deals early through trust and likability, thanking customers, and evaluating your performance for improvement. The overall message is that standing out through a clear brand and value proposition, building relationships, and focusing on the emotional and early stages of the sales process are keys to increasing sales.
Christopher Ryan is the CEO of Fusion Marketing Partners, a strategic B2B marketing consultancy. He has over 25 years of senior marketing experience at companies like PeopleSoft and Sybase. Ryan is a frequent writer and speaker on marketing topics and has authored several books. He aims to help companies build unstoppable marketing and sales machines through Fusion Marketing Partners' proven strategies.
The science of influence 2013 - Selling InteractionsAnderson Hirst
A summary of insights to help you to apply science to influence for effective sales meeting. This white paper will provide you with 12 big ideas to stimulate your thoughts about managing customer interactions differently and we provide practical tips on how to apply this in sales in everyday situations.
By Ms. Marguerite Zimmerman
CEO of e=mz2 (Momentium)
www.emz2.com
In this session you will gain knowledge and skill on how top performers:
Identify and develop sales opportunities
Prepare and strategize for effective sales meetings
Deploy evidence based face to face selling skills to build trust, create need and help the buyer make a buying decision
How to use third party stories to leverage the sale.
Martin Wrobel provides advice on how startups can acquire their first customers. He discusses the importance of customer acquisition and validation. Some key points include focusing on an ideal customer profile, understanding the customer journey, testing sales channels, and ensuring customer lifetime value exceeds customer acquisition costs. The presentation covers principles of customer-centricity, sales versus marketing, and using data to optimize acquisition strategies over time.
The document discusses new rules for sales enablement. It argues that traditional approaches of providing sales collateral through portals are ineffective. Instead, it advocates for enabling salespeople to have valuable conversations with buyers. The key points made are: 1) Sales enablement should provide the right knowledge for specific selling situations in a timely manner; 2) Experience from salespeople in the field is more valuable than expertise from corporate; 3) Proven sales strategies or "plays" that work in different situations should be provided.
Before you start the activities that communicate/promote your brand (branding), it's important to establish what your brand actually means; the type of product/service to which it adds value; what it stands for; its point of view and how -- and to what extent - - it really differs from other brands (establishing the brand). I'm in the UAE (Abu Dhabi) and interested in working in Training/Instructional Design. E:mail: orxil(at)yahoo.com
Where are we and where are we going with marketing for a small business? Simpley put we have come a long way in a short time and the power of the Internet is available to today's busy business owner. The tools are available and this presentation will help you plan your next step in how to use them.
Thought Leadership Marketing - Silicon Valley AMA (SVAMA)Dana Vanden Heuvel
This document outlines a presentation on thought leadership marketing. It discusses defining thought leadership and its growth in marketing. It provides examples of companies that use thought leadership effectively, such as Cisco, Crest toothpaste, and Breakthrough Management Group. It also discusses how to recognize thought leadership opportunities, the keys to successful thought leadership marketing, and benefits of thought leadership marketing for positioning a company as an industry leader.
Deming 14 points survey 2010 from john cachatJohn Cachat
- The document appears to be survey results about an organization's implementation of Deming's 14 Points.
- Based on the responses, 51.2% of respondents said the organization had done "Good" at creating constancy of purpose toward improving products/services.
- 45.1% said the organization had done "Good" at adopting a new philosophy of management awakening to challenges and taking leadership for change.
The document discusses various approaches to developing creative strategies and big ideas for advertising campaigns, including determining the target audience, identifying inherent drama or key benefits of the product, and establishing brand image or positioning. It also covers techniques for developing concepts like the unique selling proposition and evaluating ideas through input verification and revision.
The document discusses how to map marketing content to the buyer's journey. It argues that the buyer journey does not start with searching for a product, but with having questions that content can answer. It recommends focusing content creation on answering questions prospects have at different stages, from early awareness to purchase. The document also discusses optimizing content distribution across owned, earned, and paid channels and measuring the ROI of the content marketing program over time.
This Presentation was delivered by Sir Eric Seyram A at the “iSpace Women’s Entrepreneurs” Program. organised by ispace, a technology hub in Accra supporting start ups and in partnership with Google for Entrepreneurs,
The program was a three-week intensive program aimed at women entrepreneurs who are looking to create a winning business proposal and business pitch. Participants were coached by Sir Eric Seyram A and other industry experts on how to write their business proposal and present themselves to potential investors. Some selected business proposals got a sponsored package from iSpace and also a one on one mentoring with few of the leading women in business in Ghana today.
The program run from 1st April to 18th April 2014 within which there were 9 lecture sessions.
The presentation was captioned Carving your Marketing Strategy and sought to orient participants on how they can create value for their customers and other stakeholders to ensure competitiveness, profitability and sustainability.
The Future of Content Marketing - BrandManageCampMichael Brenner
The world is changing incredibly fast. And no function has been more impacted in the business more than marketing. Content marketing has emerged as a way for business to attract an audience vs. buying or interrupting them. Most of us are involved in content marketing at some level. But what does the future look like?
In this presentation, I present the 4 major trends you need to focus on in 2017
Internal Marketing: The Missing Link in Strategy Implementationmaysbusiness
The document discusses internal marketing and its importance in strategy implementation. It defines internal marketing as aligning, motivating, and empowering employees to deliver a positive customer experience. It provides examples of good internal marketing from companies like Disney and Southwest Airlines that treat employees as internal customers. The document includes an internal marketing mini-audit for organizations to assess their internal marketing efforts and a conclusion that emphasizes using internal marketing to improve external marketing and treating employees as customers.
How To Attract People That Actually Want To Buy From YouMichael Brenner
How can your marketing attract people that actually want to buy from you? It starts with understanding the real impact digital has had on publishers, on marketing, and on us as consumers.
Content marketing has emerged to combat these challenges. But what's the ROI? And how can you use content marketing to attract the right audience?
In this presentation, I provide the tips and tricks to help you reach, engage, and convert new buyers to your business.
Employer Branding in Brazil: Where We Are and Where We're GoingUniversum Global
The document discusses the evolution and increasing importance of employer branding. It notes that while many companies recognize the importance of employer branding, fewer have proactive strategies in place. Employer branding is challenging due to skills gaps, increased competition for talent, and talent having more options than ever before. The nature of work and talent is also changing rapidly. Younger generations like Gen Z value diversity and a connected workplace. The document argues that to be successful, companies must view employer branding as more than just understanding its importance, and instead must invest in strong employer branding strategies to attract and retain top talent.
The sales “closer” has an almost mythical reputation in the annals of business. Movies like Tin Men, Boiler Room, Door to Door and Wall Street show how the most successful at the craft of selling are also the most devious.
Discover how marketing can support the new sales model. While the hard-sell approach works in the movies, and perhaps in a bygone era, the days of the high-pressure closer are numbered. So how can you support a sales model that is based on guidance, coaching and education, and less on mastering high-pressure sales techniques?
Here are five suggestions:
- Give prospects what they want – not what you think they need.
- Give sales reps what they want.
- Make sure your messaging is crystal clear.
- Establish a firm set of expectations with your sales counterparts.
- Revisit your lead-to-revenue (L2R) model.
About Us:
Fusion Marketing Partners (FMP) is a B2B marketing agency that specializes in helping companies create powerful lead-to-revenue machines to turn around their stalled or under-performing marketing and sales operations and build value in their business. FMP’s strategic expertise and vigorous execution of proven tactics has quickly driven measurable improvements in awareness, leads and revenue for B2B clients across the U.S. and internationally.
The company was founded by principals with deep experience in B2B marketing, sales, business development, web marketing, and public relations — from successful startups to Silicon Valley giants.
To find out more, visit http://www.fusionmarketingpartners.com.
The document discusses strategies for market-driving organizations versus market-driven organizations. It defines market-driving firms as those that shape or change markets by eliminating, adding, or modifying players and their functions. They rewrite industry rules and compete in new arenas. Their core values inspire radical business concepts and they often teach potential customers to consume their value propositions.
John Simpson, Founder and CEO of One North Interactive, shares his insights on the challenges of modern B2B marketing, how things are changing and what we as marketers can do to keep up.
From the 2014 Experience Lab: Reimagine Marketing. To watch a video of the presentation, visit http://bit.ly/1ySQHBP.
We teach modern techniques for client acquisition and account management. Our customers range from start-ups to Fortune 100 companies including American Express, SAP and Mastercard. We focus on building pipeline, maximizing deals sizes and shortening sales cycles.
The content imperative for successful marketing automationGetResponse
In this presentation Michael Brenner shows how to create content that converts, distribute it effectively through marketing automation and measure content marketing automation ROI.
Social Media for Beginners and Advanced Social Media, Integrated Marketing Su...Integrate
Allie Herzog walks conference attendees through Social Media 101 introductory information and through more advanced material including..
-best practices in social media
-strategic content creation
-tools the experts use
-an organizational audit
-how to calculate ROI
-how to not let social media bog you down
The document discusses developing an effective process for content, context, customers, and engagement to drive success. It covers understanding the engagement cycle and building buyer personas, context and channel planning, enabling technology, and reviewing engagement strategies. Key aspects include shifting power to consumers, the importance of communication, measuring engagement, and using content marketing to enhance tactics like PR, events, SEO, and customer retention.
DLYohn Brand-As-Business Perspectives from Jim Stengel's GROWDenise Yohn
excerpts from Jim Stengel's book, Grow: How Ideals Power Growth and Profit at the World's Greatest Companies, to show how to use your brand platform as a management tool to fuel, align, and guide every task you undertake.
This document summarizes and promotes the book "Secrets of Power Marketing" which provides marketing strategies and tips for small business owners and professionals. It outlines five key marketing strategies covered in the book: managing perceptions, building relationships, working with media, leveraging resources, and building a marketing database. The book is endorsed by business leaders and claims to have helped some clients increase their business by 3000% with just one client. It encourages the reader to learn more about the book's marketing strategies and tips.
4. Introduction
Click to edit Master title style
TAKE AWAYS
5. Introduction
Click to edit Master title style
TAKE AWAYS
6. Introduction
Click to edit Master title style
TAKE AWAYS
Marketing strategies you can use today
7. Introduction
Click to edit Master title style
TAKE AWAYS
Marketing strategies you can use today
Outmaneuver the competition
8. Introduction
Click to edit Master title style
TAKE AWAYS
Marketing strategies you can use today
Outmaneuver the competition
Affordable print advertising
9. Introduction
Click to edit Master title style
TAKE AWAYS
Marketing strategies you can use today
Outmaneuver the competition
Affordable print advertising
Generate publicity for your business
10. Introduction
Click to edit Master title style
Dana Murray Account Director, Caliber Group
520-795-4500
dmurray@calibergroup.com
12. BigClick to edit Master title style
Picture
“Successful companies do not abandon their
marketing strategies in a recession; they adapt
them.”
Professor John Quelch, Harvard Business School
13. BigClick to edit Master title style
Picture
“Successful companies do not abandon their
marketing strategies in a recession; they adapt
them.”
Professor John Quelch, Harvard Business School
14. BigClick to edit Master title style
Picture
“Successful companies do not abandon their
marketing strategies in a recession; they adapt
them.”
Professor John Quelch, Harvard Business School
Internal Marketing
15. BigClick to edit Master title style
Picture
“Successful companies do not abandon their
marketing strategies in a recession; they adapt
them.”
Professor John Quelch, Harvard Business School
Internal Marketing
External Marketing
16. BigClick to edit Master title style
Picture
“Successful companies do not abandon their
marketing strategies in a recession; they adapt
them.”
Professor John Quelch, Harvard Business School
Internal Marketing
External Marketing
Advertising
17. BigClick to edit Master title style
Picture
“Successful companies do not abandon their
marketing strategies in a recession; they adapt
them.”
Professor John Quelch, Harvard Business School
Internal Marketing
External Marketing
Advertising
Publicity (PR)
19. Internal Marketing
Click to edit Master title style
“Take care of your employees and they will take
care of your customers.”
Mike Jannini, Executive Vice President
of Marriott International
20. Internal Marketing
Click to edit Master title style
“Take care of your employees and they will take
care of your customers.”
Mike Jannini, Executive Vice President
of Marriott International
Are your employees working for
you?
21. Internal Marketing
Click to edit Master title style
“Take care of your employees and they will take
care of your customers.”
Mike Jannini, Executive Vice President
of Marriott International
Are your employees working for
you?
Treat them right
22. Internal Marketing
Click to edit Master title style
“Take care of your employees and they will take
care of your customers.”
Mike Jannini, Executive Vice President
of Marriott International
Are your employees working for
you?
Treat them right
Make them your evangelists
24. External Marketing
Click to edit Master title style
"Jumping at several small opportunities may get us
there more quickly than waiting for one big one to
come along."
Hugh Allen
25. External Marketing
Click to edit Master title style
"Jumping at several small opportunities may get us
there more quickly than waiting for one big one to
come along."
Hugh Allen
Customer Perceptions
26. External Marketing
Click to edit Master title style
"Jumping at several small opportunities may get us
there more quickly than waiting for one big one to
come along."
Hugh Allen
Customer Perceptions
Word of Mouth
27. External Marketing
Click to edit Master title style
"Jumping at several small opportunities may get us
there more quickly than waiting for one big one to
come along."
Hugh Allen
Customer Perceptions
Word of Mouth
Networking
28. External Marketing
Click to edit Master title style
"Jumping at several small opportunities may get us
there more quickly than waiting for one big one to
come along."
Hugh Allen
Customer Perceptions
Word of Mouth
Networking
Become the Local Expert
29. External Marketing
Click to edit Master title style
"Jumping at several small opportunities may get us
there more quickly than waiting for one big one to
come along."
Hugh Allen
Customer Perceptions
Word of Mouth
Networking
Become the Local Expert
Charity / Donations
31. External Marketing
Click to edit Master title style
"About 70% of customers' buying
decisions are based on positive human
interactions with sales staff. The bottom line is
that people buy from people, not companies."
Lee J. Colan
Best Selling Business Author
32. External Marketing
Click to edit Master title style
CUSTOMER PERCEPTIONS
"About 70% of customers' buying
decisions are based on positive human
interactions with sales staff. The bottom line is
that people buy from people, not companies."
Lee J. Colan
Best Selling Business Author
33. External Marketing
Click to edit Master title style
CUSTOMER PERCEPTIONS
First Impressions (or second, or third)
"About 70% of customers' buying
decisions are based on positive human
interactions with sales staff. The bottom line is
that people buy from people, not companies."
Lee J. Colan
Best Selling Business Author
34. External Marketing
Click to edit Master title style
CUSTOMER PERCEPTIONS
First Impressions (or second, or third)
Contacting Your Business
"About 70% of customers' buying
decisions are based on positive human
interactions with sales staff. The bottom line is
that people buy from people, not companies."
Lee J. Colan
Best Selling Business Author
35. External Marketing
Click to edit Master title style
CUSTOMER PERCEPTIONS
First Impressions
36. External Marketing
Click to edit Master title style
CUSTOMER PERCEPTIONS
First Impressions
37. External Marketing
Click to edit Master title style
CUSTOMER PERCEPTIONS
First Impressions
46. External Marketing
Click to edit Master title style
WORD OF MOUTH
Reach out to your customers
Bring in a friend, get a discount
Wear company logoed shirt, get a gift
Reward loyal customers
Don’t assume what worked last year will
work today
Say thank you
48. External Marketing
Click to edit Master title style
NETWORKING
Industry Events
Community Events & Fundraisers
49. External Marketing
Click to edit Master title style
NETWORKING
Industry Events
Community Events & Fundraisers
Neighborhood BBQs
50. External Marketing
Click to edit Master title style
NETWORKING
Industry Events
Community Events & Fundraisers
Neighborhood BBQs
Free Local Workshops!
52. External Marketing
Click to edit Master title style
BECOME THE LOCAL EXPERT
• Public speaking
53. External Marketing
Click to edit Master title style
BECOME THE LOCAL EXPERT
• Public speaking
Association meetings
54. External Marketing
Click to edit Master title style
BECOME THE LOCAL EXPERT
• Public speaking
Association meetings
Local clubs (Rotary, etc.)
55. External Marketing
Click to edit Master title style
BECOME THE LOCAL EXPERT
• Public speaking
Association meetings
Local clubs (Rotary, etc.)
56. External Marketing
Click to edit Master title style
BECOME THE LOCAL EXPERT
• Public speaking
Association meetings
Local clubs (Rotary, etc.)
• Offer your expertise to the media
57. External Marketing
Click to edit Master title style
BECOME THE LOCAL EXPERT
• Public speaking
Association meetings
Local clubs (Rotary, etc.)
• Offer your expertise to the media
58. External Marketing
Click to edit Master title style
BECOME THE LOCAL EXPERT
• Public speaking
Association meetings
Local clubs (Rotary, etc.)
• Offer your expertise to the media
• Write articles
59. External Marketing
Click to edit Master title style
BECOME THE LOCAL EXPERT
• Public speaking
Association meetings
Local clubs (Rotary, etc.)
• Offer your expertise to the media
• Write articles
60. External Marketing
Click to edit Master title style
BECOME THE LOCAL EXPERT
• Public speaking
Association meetings
Local clubs (Rotary, etc.)
• Offer your expertise to the media
• Write articles
64. External Marketing
Click to edit Master title style
CHARITY / DONATIONS
Donate a gift or auction item to a
community organization’s fundraiser
65. External Marketing
Click to edit Master title style
CHARITY / DONATIONS
Donate a gift or auction item to a
community organization’s fundraiser
66. External Marketing
Click to edit Master title style
CHARITY / DONATIONS
Donate a gift or auction item to a
community organization’s fundraiser
Pick a charity to support
67. External Marketing
Click to edit Master title style
CHARITY / DONATIONS
Donate a gift or auction item to a
community organization’s fundraiser
Pick a charity to support
68. External Marketing
Click to edit Master title style
CHARITY / DONATIONS
Donate a gift or auction item to a
community organization’s fundraiser
Pick a charity to support
Donate your time/expertise
81. Advertising edit Master title style
Click to
REDUCED-COST ADVERTISING
Joint Promotions / Sharing Costs
82. Advertising edit Master title style
Click to
REDUCED-COST ADVERTISING
Joint Promotions / Sharing Costs
− Radio spots
83. Advertising edit Master title style
Click to
REDUCED-COST ADVERTISING
Joint Promotions / Sharing Costs
− Radio spots
− Print ads
84. Advertising edit Master title style
Click to
REDUCED-COST ADVERTISING
Joint Promotions / Sharing Costs
− Radio spots
− Print ads
− Direct Mail
85. Advertising edit Master title style
Click to
REDUCED-COST ADVERTISING
Joint Promotions / Sharing Costs
− Radio spots
− Print ads
− Direct Mail
PARTNERS: Restaurant & Night Club
86. Advertising edit Master title style
Click to
REDUCED-COST ADVERTISING
Joint Promotions / Sharing Costs
− Radio spots
− Print ads
− Direct Mail
PARTNERS: Restaurant & Night Club
Shoe store & clothing store
87. Advertising edit Master title style
Click to
REDUCED-COST ADVERTISING
Joint Promotions / Sharing Costs
− Radio spots
− Print ads
− Direct Mail
PARTNERS: Restaurant & Night Club
Shoe store & clothing store
House cleaning service & yard service
88. Advertising edit Master title style
Click to
REDUCED-COST ADVERTISING
Joint Promotions / Sharing Costs
− Radio spots
− Print ads
− Direct Mail
PARTNERS: Restaurant & Night Club
Shoe store & clothing store
House cleaning service & yard service
89. Advertising edit Master title style
Click to
REDUCED-COST ADVERTISING
Joint Promotions / Sharing Costs
− Radio spots
− Print ads
− Direct Mail
PARTNERS: Restaurant & Night Club
Shoe store & clothing store
House cleaning service & yard service
90. Advertising edit Master title style
Click to
REDUCED-COST ADVERTISING
Joint Promotions / Sharing Costs
− Radio spots
− Print ads
− Direct Mail
PARTNERS: Restaurant & Night Club
Shoe store & clothing store
House cleaning service & yard service
Drywaller & painter
91. Advertising edit Master title style
Click to
REDUCED-COST ADVERTISING
Joint Promotions / Sharing Costs
− Radio spots
− Print ads
− Direct Mail
PARTNERS: Restaurant & Night Club
Shoe store & clothing store
House cleaning service & yard service
Drywaller & painter
92. Advertising edit Master title style
Click to
REDUCED-COST ADVERTISING
Joint Promotions / Sharing Costs
− Radio spots
− Print ads
− Direct Mail
PARTNERS: Restaurant & Night Club
Shoe store & clothing store
House cleaning service & yard service
Drywaller & painter
Barter / Trade Services
128. Summary edit Master title style
Click to
• Do something today with what you
have learned!
129. Summary edit Master title style
Click to
• Do something today with what you
have learned!
130. Summary edit Master title style
Click to
• Do something today with what you
have learned!
• Share your successes by going to
our blog at www.caliberpulse.com
133. Advertising
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TARGET ADVERTISING
Newspapers
134. Introduction
Click to edit Master title style
Colleen Brady Retail Territory Sales Manager, TNI
135. Reaching Your Marketplace
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• The goal is to offer methods that will allow you to target by
demographic, geographic or behavioral audience.
• Methods that are low, out-of-pocket costs and that have a
high ROI.
137. Targetto edit Master title style
Click by Geographic Areas
Targeted Section – Features
• Each community section targets a specific geographic area every Thursday.
These tab sections are distributed in the paper as well as at select free rack
locations in their specific coverage areas.
• They include neighborhood news and information about local government,
school news and local business developments.
• Ideal when you want to target consumers who live close by.
Targeted Section – Benefits
• Targeting specific geographic area of readers with an household income of
$50,000+, it allows you to reach an audience with a low investment and drive
sales to your business.
• The results are a high ROI.
138. Front Page Master title style Geographic or Demographic
Click to edit Exposure by
Post-its & Stick-on Ads - Features
• These are highly visible, unique delivery vehicles that
are placed on the front page of the newspaper.
• It’s the only way to get an ad on the front page above
the fold.
• Target readers geographically by zip code.
• Only one note can be sold per zip code per day, so
you always have exclusive placement. Because of
their high visibility, they’re excellent for driving traffic
to special events.
Post-its & Stick-on Ads - Benefits
• Geographic targeting by zip code gets to your
customers in your neighborhood or radius of
business.
• High visibility catches readers interest and drives
store traffic.
139. Targetto edit Master title style or Geographic
Click by Demographic
P&D Inserts – Features
Turnkey process of printing and distribution.
Inserts are one of the top sections read by
subscribers.
Inserts can be full market coverage, targeted by
geographic area or by demographic based on zip
codes.
Highly effective way to promote products and
services.
P&D Inserts – Benefits
Readers seek out inserts for sales and coupons
which means your message will be seen and drive
traffic to your business.
Cost effective way to advertise by targeting your
geographic or demographic core customers!
Variety of paper sizes, stock, colors, and weight
5,000 minimum distribution daily
Preprints can be distributed full run or by select zip
codes
140. Target edit Master titleprice-conscious consumers
Click to Tucson’s style
• 51% of Tucson Adults use coupons for non-grocery products
and services.
• 33% of coupon using adults use such coupons at least once
a month.
• 66% of Tucson's coupon-using households obtain them
through the Sunday paper.
Cactus Clipper – Features
• Cactus Clipper is a 8.5” x 11” full-color glossy coupon book
delivered once a month on Sunday!
• Editions available in the Northwest and the East side of Tucson.
• Each zone has over 42,000 copies distributed to area households in
the Sunday paper.
• This means your message will be if front of an audience ready and
willing to buy from you!
141. The Hispanic Population Is Expected To Comprise
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35% Of The Total Tucson Population By 2013.
r of
p owe ic
ing an
buy ’s Hisp to go
he na
T ted
A rizo expec n $24
is e tha e
ket r mor
mar m mo 005 to 2010.
fro in 2 in
n lion
billio $29 bil
than
32.9%
32.4%
Source: Claritas 2008
142. Click to edit Master title style
La Estrella – Features
La Estrella is the largest local Spanish language publication in
Southern Arizona, with 37,000 copies distributed weekly in the home
delivered Arizona Daily Star and in more than 400 free-standing
racks located inside and outside Hispanic communities and
businesses throughout Southern Arizona.
Reader Demographics:
66% Male
64% Married
38% between the ages 25-34
62% Families
La Estrella – Benefits
Tucson Newspapers can help you target the growing Hispanic
market with print, online and Spanish-language publications that
reach nearly three out of five Hispanic adults each week in Southern
Arizona.
Source: Scarborough 2008 (T),
Source: Scarborough 2007 (T)
143. Click to edit Master title style
• Best Reach of Any Local Online Site -
Features
• Tucson Newspapers provides the most-visited collection of
local online sites in Southern Arizona.
• Our trio of sites receives more than 13 million page views.
• Almost 2 million unique visitors each month, includes:
tucson.com, azstarnet.com and tucsoncitizen.com.
• Over 200,000 registered users!
• Benefits
• Low duplication with newspaper readers so you are
reaching a new audience to increase your sales!
• Offers Video and Flash which draws attention to your ad.
• Drive traffic to your website!
• Combined with the newspaper you will reach 64% of the
marketplace.
• Target specific channels to reach specific audience.
Source: Site Catalyst 2009
144. Click to edit Master title style
54% of our online
registrants are age 45 or
older.
83% of our online
registrants are not print
subscribers
Source: 2009 TNI Online Registration Reports
146. Online edit Master title style
Click to Display Advertising
Online display advertising is sold in 3
basic formats:
147. Online edit Master title style
Click to Display Advertising
Online display advertising is sold in 3
basic formats:
Leaderboard, Skyscraper, and Big Box.
148. Online edit Master title style
Click to Display Advertising
Online display advertising is sold in 3
basic formats:
Leaderboard, Skyscraper, and Big Box.
149. Online edit Master title style
Click to Display Advertising
Online display advertising is sold in 3
basic formats:
Leaderboard, Skyscraper, and Big Box.
150. Online edit Master title style
Click to Display Advertising
Online display advertising is sold in 3
basic formats:
Leaderboard, Skyscraper, and Big Box.
151. Online edit Master title style
Click to Display Advertising
Online display advertising is sold in 3
basic formats:
Leaderboard, Skyscraper, and Big Box.
Leaderboards command a strong presence with plenty
of space to convey a complex message or concept.
152. Online edit Master title style
Click to Display Advertising
Online display advertising is sold in 3
basic formats:
Leaderboard, Skyscraper, and Big Box.
Leaderboards command a strong presence with plenty
of space to convey a complex message or concept.
153. Online edit Master title style
Click to Display Advertising
Online display advertising is sold in 3
basic formats:
Leaderboard, Skyscraper, and Big Box.
Leaderboards command a strong presence with plenty
of space to convey a complex message or concept.
Skyscrapers attract more attention as they are visible to
readers as they scroll down the page.
154. Online edit Master title style
Click to Display Advertising
Online display advertising is sold in 3
basic formats:
Leaderboard, Skyscraper, and Big Box.
Leaderboards command a strong presence with plenty
of space to convey a complex message or concept.
Skyscrapers attract more attention as they are visible to
readers as they scroll down the page.
155. Online edit Master title style
Click to Display Advertising
Online display advertising is sold in 3
basic formats:
Leaderboard, Skyscraper, and Big Box.
Leaderboards command a strong presence with plenty
of space to convey a complex message or concept.
Skyscrapers attract more attention as they are visible to
readers as they scroll down the page.
The Big Box is the most effective ad unit because it is
surrounded by content with high impact and story level
visibility.
156. Online edit Master title style
Click to Display Advertising
Online display advertising is sold in 3
basic formats:
Leaderboard, Skyscraper, and Big Box.
Leaderboards command a strong presence with plenty
of space to convey a complex message or concept.
Skyscrapers attract more attention as they are visible to
readers as they scroll down the page.
The Big Box is the most effective ad unit because it is
surrounded by content with high impact and story level
visibility.
157. Click to edit Master title style
Target specific interests from Wildcat Sports to Food and Wine
or target a specific region with our ZAG Info (zip code, age, gender).
Newsletter # of Registrants
Top Deals 53,213
Wildcat Sports 11,651
Citizen Breaking News 7,340
Obituaries 7,312
Star News 6,463
Food & Wine 4,126
A.M. Headlines 3,255
Business Edge 3,191
Golf Report 2,928
AzStar Biz 2,557
AzNight Buzz 2,456
Offertas de Tucson 1,999
Source: 2009 TNI Online Registration Reports
158. Key WorkMaster title style
Click to edit Searches
• Key word searches are constantly being made for Tucson
and Southern Arizona businesses on the web each month.
• Be on the cutting edge of online advertising and increase
sales by promoting your products and services with
Guaranteed Clicks.
159. Guaranteed Clicks
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• Guaranteed Clicks is an easy, automated way for
your business to utilize search marketing to
advertise itself and be seen in the search results
of more than 30 top search engines…with
guaranteed results.
160. Guaranteed Clicks
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• Guaranteed Clicks is an easy, automated way for
your business to utilize search marketing to
advertise itself and be seen in the search results
of more than 30 top search engines…with
guaranteed results.
161. Guaranteed Clicks
Click to edit Master title style
• Guaranteed Clicks is an easy, automated way for
your business to utilize search marketing to
advertise itself and be seen in the search results
of more than 30 top search engines…with
guaranteed results.
Paid
Listings
162. Guaranteed Clicks
Click to edit Master title style
• Guaranteed Clicks is an easy, automated way for
your business to utilize search marketing to
advertise itself and be seen in the search results
of more than 30 top search engines…with
guaranteed results.
Paid
Listings
Organic
Listings
163. Media Synergy: Print and Online
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Newspaper advertising drives response via the Internet, which
makes it the perfect complement to a search campaign.
42% of newspaper
readers who use the
Internet reported they
had purchased at least
one product they saw in
the newspaper in the
last month.
Source: Clark, Martire & Bartolomeo, Inc. Survey October 2007
164. Unbeatable Reach
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Tucson Newspapers’ print and online products
reach significantly more of the Tucson market
Daily Star/Citizen = 1Daily, Sunday = 1 Sunday
TNI Websites = past 30 days
Radio = M-F AM Drive AQH 1 Spot/hr
Source: Scarborough 2008 (T) TV = Primetime Avg ½ hr M-S 7-10pm, Sun 6-10pm 1 Spot/hr
Other Print = 1 Issue
165. Advertising in title style
Click to edit Master Full-Run Tucson Newspapers
Tucson Newspapers – Features
One insertion in the Sunday Arizona Daily Star
reaches more Adults then any other media in
Tucson. The Sunday newspaper reaches 51% of
the marketplace and the nearest TV station only
reaches 15%.
The Arizona Daily Star and Tucson Citizen
combined reach 40% of the marketplace, far more
than the nearest competitive media.
When you combined both papers and our trio of
sites we reach more than 62% of the
marketplace. `
The newspaper and our websites are invited into
the home!
Our readers, your customers, have an household
income over $50,000+ and 80% own their own
home.
Source: Scarborough 2008 (T)
166. Advertising in title style
Click to edit Master Full-Run Tucson Newspapers
Tucson Newspapers – Features
One insertion in the Sunday Arizona Daily Star
reaches more Adults then any other media in
Tucson. The Sunday newspaper reaches 51% of
the marketplace and the nearest TV station only
reaches 15%.
The Arizona Daily Star and Tucson Citizen
combined reach 40% of the marketplace, far more
than the nearest competitive media.
When you combined both papers and our trio of
sites we reach more than 62% of the
marketplace. `
The newspaper and our websites are invited into
the home!
Our readers, your customers, have an household
income over $50,000+ and 80% own their own
home.
Special Ad Rates in the Star on
Monday and Tuesday.
Only $27.00 pci until 7/31/09
Source: Scarborough 2008 (T)
167. Advertising in title style
Click to edit Master Full-Run Tucson Newspapers
Tucson Newspapers – Features
One insertion in the Sunday Arizona Daily Star
reaches more Adults then any other media in
Tucson. The Sunday newspaper reaches 51% of
the marketplace and the nearest TV station only
reaches 15%.
The Arizona Daily Star and Tucson Citizen
combined reach 40% of the marketplace, far more
than the nearest competitive media.
When you combined both papers and our trio of
sites we reach more than 62% of the
marketplace. `
The newspaper and our websites are invited into
the home!
Our readers, your customers, have an household
income over $50,000+ and 80% own their own
home.
Special Ad Rates in the Star on
Monday and Tuesday.
Only $27.00 pci until 7/31/09
Source: Scarborough 2008 (T)
168. Advertising in title style
Click to edit Master Full-Run Tucson Newspapers
Tucson Newspapers – Features
One insertion in the Sunday Arizona Daily Star
reaches more Adults then any other media in
Tucson. The Sunday newspaper reaches 51% of
the marketplace and the nearest TV station only
reaches 15%.
The Arizona Daily Star and Tucson Citizen
combined reach 40% of the marketplace, far more
than the nearest competitive media.
When you combined both papers and our trio of
sites we reach more than 62% of the
marketplace. `
The newspaper and our websites are invited into
the home!
Our readers, your customers, have an household
income over $50,000+ and 80% own their own
home.
Special Ad Rates in the Star on
Monday and Tuesday.
Only $27.00 pci until 7/31/09
Reaches nearly 225,000 Tucson adults with just one issue.
Source: Scarborough 2008 (T)
169. Click to edit Master title style
Source: Scarborough 2008 (T)
170. Click to edit Master title style
Source: Scarborough 2008 (T)
171. Click to edit Master title style
Source: Scarborough 2008 (T)
172. Click to edit Master title style
Source: Scarborough 2008 (T)
173. Click to edit Master title style
Source: Scarborough 2008 (T)
174. Click to edit Master title style
Source: Scarborough 2008 (T)
177. Introduction
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Tiffany Kjos Regional Editor, The Arizona Daily Star
178. Introduction
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Tiffany Kjos Regional Editor, The Arizona Daily Star
Jose Merino La Estrella Editor, The Arizona Daily Star
182. Public Relations
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The Star’s
ZONED SECTIONS
cover three geographic areas
They go to Star subscribers in each specific area and they’re available free in racks in those areas.
183. Public Relations
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The Star’s
ZONED SECTIONS
cover three geographic areas
They go to Star subscribers in each specific area and they’re available free in racks in those areas.
184. Public Relations
Click to edit Master title style
The Star’s
ZONED SECTIONS
cover three geographic areas
They go to Star subscribers in each specific area and they’re available free in racks in those areas.
185. Public Relations
Click to edit Master title style
The Star’s
ZONED SECTIONS
cover three geographic areas
They go to Star subscribers in each specific area and they’re available free in racks in those areas.
191. Public Relations
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Foothills Section
South of First Avenue and north of River
all the way across the Tanque Verde Valley
193. Public Relations
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East Side Section
South of Alvernon and east of Tanque Verde Road,
including Vail and Corona de Tucson
199. Public Relations
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La Estrella
Star’s Spanish Language Publication
200. Public Relations
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La Estrella
Star’s Spanish Language Publication
More than 30,000 weekly copies
201. Public Relations
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La Estrella
Star’s Spanish Language Publication
More than 30,000 weekly copies
Distributed in Tucson Metro and So Az
202. Public Relations
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La Estrella
Star’s Spanish Language Publication
More than 30,000 weekly copies
Distributed in Tucson Metro and So Az
Staff is fully bilingual
219. Public Relations
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What do I take from this presentation?
220. Public Relations
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What do I take from this presentation?
We are all in the same boat
221. Public Relations
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What do I take from this presentation?
We are all in the same boat
Do what I just did
222. Public Relations
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What do I take from this presentation?
We are all in the same boat
Do what I just did
Persuade the ‘news people’
223. Public Relations
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What do I take from this presentation?
We are all in the same boat
Do what I just did
Persuade the ‘news people’
Be a team player, collaborate
228. Summary edit Master title style
Click to
For a copy of this PowerPoint go to
www.CaliberGroup.com
229. Click to edit Master title style
Brought to you by
The Caliber Group & The Arizona Daily Star.
This Power Point presentation is available at
www.calibergroup.com.
230. Click to edit Master title style
Thank you for attending.
Brought to you by
The Caliber Group & The Arizona Daily Star.
This Power Point presentation is available at
www.calibergroup.com.