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| Home » Events » PODi Events » 2010 PODi AppForum » Sales & Business Strategies Track |
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Sales & Business Strategies Track
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| Sales & Business Strategies Track |
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This track is intended for business owners, top-level managers and salespeople who are charged with strategic planning, sales and marketing. Sessions and discussions will focus on successful digital printing business practices. If you want tips on improving sales and boosting profits with new digital print-enabled business models and growth strategies you’ll find them here.
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CEOs, Business Owners, Presidents, General Managers, EVPs, VPs, Salespeople at print service providers or anyone involved with the business aspects of digital print.
For more in depth information.
If you are responsible for sales or business development at your organization, check out these Pre-conference Intensives:
- Managing the Gap - Leadership Workshop
- Business Transformation Plan for Becoming a Marketing Service Provider
- Sales Hiring
- Introduction to Strategic Solution Sales
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Becoming a Solutions Provider - Building from the Ground Up |
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Tues, 11:15 - 12:15 pm |
This panel session explores one of the key transformations underway in the graphic communications industry – the transition many firms are making from print provider to marketing service provider. These transitioning firms are developing solutions to customer challenges with services that provide growth opportunities today and great promise as the economy rebounds.
Executives from two leading graphic communications providers, Darwill and The Mahoney Company, will present their views on transitioning from commercial printing and quick & franchise printing, respectively. They will describe the challenges they’ve faced, successes they’ve earned and resources they’ve used. Attendees will learn which services are driving the most growth and profit in the difficult economy to help position themselves for success. Moderating is Gina Testa, Vice President – WW Graphic Communications Industry Business, Xerox.
Key Takeaways
- Key challenges in making the transition to MSP
- Which services are driving the most growth and profit
- Timeline, skills and resources needed for success
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| The CMO Challenge – Breaking the Barriers |
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Tues, 1:00 - 2:00 pm |
If you want to succeed at selling solutions you need to reach the CMO or other marketing executives. But how do you get in the door? In this session you will gain an understanding of the marketing executive’s objectives and challenges and how you can meet their needs.
Learn strategies for getting an appointment from Chris Wright of Rastar and Peter Winters of The Winters Group. Chris and Peter will share key tactics, including conducting company research, using networks and alliances, and leveraging your own success stories. They will demonstrate how to speak the marketer’s language with sample elevator pitches that you can customize for your business.
Key Takeaways
- Understand the CMO's role and pain points
- Elevator pitches you can customize for your business
- Selling at the enterprise level
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| Increase Revenue - Keep More of your Customer's Marketing Budget |
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Wed, 9:45 - 10:45 am |
How does print fit into your customer’s total marketing strategy and how can you increase your share of their marketing spend?
Using three illustrative case studies for Marriott, Harrah’s, and Gold Eagle, James Michelson will present a practical guide to implementing cross-media applications to expand commercial printing’s penetration into the client’s marketing budget.
To grab a larger share of your client’s marketing budget you need to:
1. Generate leads for them
2. Create output/activity that puts more ink on paper
James will offer the top 5 tactics that printers can use to deliver both new leads and more print. Variable data printing alone will not make a printer a Marketing Service Provider (MSP). The use of multiple cross channel tools such as SMS text, email, unique 800#’s, and static web pages, as well as PURLs, are required to effectively enhance direct marketing efforts.
Ed Warren will address the question of "Where does direct mail fit into the mix. Having studied the industry, launched effective direct mail campaigns, and integrated print on demand and web to print systems, Ed will share his experience and insight on "How to sell it," "How to produce it," and "How customers use it."
Key Takeaways
- How to get a larger share of the customer's marketing spend
- Top 5 tactics that printers can use to deliver both new leads and more print
- Where direct mail fits into the marketing mix
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| New Services, New Message - Tips for a Marketing Makeover |
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Wed, 11:15 - 12:15 pm |
You’ve realigned your company and services to offer marketing solutions that will drive bottom line results for your customers. Now how do you let your customers know you’ve changed?
Mike Kyle will focus on the elements required to get started, such as a new web site, new marketing material, sometimes a new name, sales training, and customer education. Mike will share first hand experiences and will share what his customers, including City National Bank and Trafalgar, were looking for and what caught their attention.
Linda Bishop will show attendees how to tap into the power of PODi by understanding why and how case studies help you sell. Use them to reposition your company as a marketing solutions provider. Allow them to help you explain the complexities of data mining, lead generation and drip marketing. Incorporate them into your close to enhance value and clinch deals.
Key Takeaways
- Marketing messages that catch the attention of prospects
- Top 5 marketing steps you need to take to gain credibility
- Participants will walk away knowing how to close more sales with case studies
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| Growth Strategy - Leveraging your Existing Customer Base |
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Wed, 1:15 - 2:15 pm |
Grow your sales and revenue by learning from the experiences of experts. Bryan will demonstrate how current customers offer the best opportunity for growth and how effective, organized service can develop more business from these customers. Learn how can we create 'top of mind association" in our customers and position ourselves as a part of their team, not a vendor. Paying attention in the right ways to the people who already rely on your company can build more "new" business than almost any other strategy.
Key Takeaways
- Practical strategies for improving customer retention
- How to grow sales within your client base
- Understand how marketers react to your attempts to expand your business within their company
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| Sales & Business Strategies: Taking the Next Steps |
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You've listened to a lot of sessions about strategies. Now it's time to get yours down on paper and into action. In this interactive session, you'll work through turning your business strategy into a business plan that you can consult in your day-to-day decision-making. Step by step, consultant and track chair Kate Dunn will take you through the process.
Key Takeaway
- You'll walk out of this session with a tool to turn your strategy into reality and have a head start on your new plan before you even get home
* Note: Speakers & Session descriptions are subject to change |
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