Linda Bishop, President of Thought Transformation

The shortest route to any sale is diagnosing pain and curing it. Here are five problems the CMO would love to solve and how you can help.

1. Declining Profitability: Storefront solutions can help organizations reduce overall costs by cutting soft costs and hard costs. Marketers can put all digital assets in one secure location and access it anywhere, any time. They can manage campaigns, order print-on-demand and access inventory. Talk to the CMO because they can authorize the purchase.

2. Mature Markets: In our fast-paced world, new ideas are born, live and die quicker than ever. For marketers, that’s a problem because it’s harder to grow in mature markets because you must snatch market share from competitors. One success strategy in mature markets is niche marketing. Variable data printing is perfect for marketers who are targeting a niche. If your customer is in a mature market, find out if they’re exploring niches. Tell them how you can help them with targeted campaigns.

3. Increasing Competition : If your customer faces increased competition, they need strategies to stand out and get attention. If you sell wide format, introduce them to new ways to make an impact with banners, oversized posters, stand-ups and large-scale point-of-purchase.

4. Providing Sales with Quality Leads: I suspect you would like to solve this problem as much as your customer would! One way to do that is by well-thought out leads nurturing campaigns. This marketing tactic helps companies identify prospects who raise their hands and say, “tell me more,” and then provides them with information to generate sales. Learn more at http://www.marketo.com/b2b-marketing-resources/lead-nurturing-definitive-guide.php

5. Declining Customer Loyalty: Recently I read a great article called “The Decline of Brands” by James Surowiecki on www.wired.com. Suroweicki says we live in a “What have you done for me today?” economy and that’s why there are great opportunities for printers who help customers create loyalty programs. I recently spoke about this in LA at the PIASC Awards Luncheon. My presentation is posted at http://www.slideshare.net/thoughttransformation/piasc-keynote-presentation.

Good Selling!

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