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This presentation was delivered at the 2012 Global Channel Partners summit, which was held at Graph Expo in Chicago.
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Business Development to Drive Growth
Lois Ritarossi
Business Development to Drive Growth
Lois Ritarossi, Senior ConsultantPhone: 781-444-6849lois@rogergimbel.com
A Worldwide Consulting FirmOffering
Consulting for business development
Offering
Results
Increased revenueMore profitable applicationsImproved workflow
Services
Business Development Strategic Planning Workflow Analysis Sales Training Marketing Campaigns Customer workshops Distributed Print
Implementation Training Course
Development
What is Your Value Beyond Print?
Communication Challenges
Customer Service
Reduce Expenses
Treat each customer differently
Improve customer loyalty and retention
Correct messages reach the correct customers at the correct time
Maximize cross-sell/up-sell opportunities
Improve customer loyalty and retention
Measure the effectiveness and ROI of marketing campaigns
Control the costs of customer communications
Manage multiple communications channels
Improve Revenue
The Change Constant
1995E-Commerce
1994The Web
1997
Content Mgmt.
2000
One-to-One X-Media
2002
Marketing Analytics
2005CRM Age of
Loyalty
2007Social Media
Cloud Computing
2009 2010Mobile
Marketing
2011iPad/Tablet
Apps
Mass Acceptance
Content Rules
WEB
Business SystemsADS/POS
RSS Feeds
Mobile
Social Media
Direct MailLiterature on
Demand
Online Ads
Podcasts
Micro Sites
What is your value beyond Print?How can you help your clients’ succeed and grow?
Biz Development
“Want to buy what I got?”
“I’ve got some ideas to help
you…”
Sales
Sales vs. Business Development
Consultative Selling Process
Seeks to uncover needsNeeds
Works as a partnerPartner
Provides win-win solutionsSolutions
Builds relationships, then salesRelationships
Adds value to clientValue
Consultative Approaches
Offers customer optionsFocus on Solutions
Provides value See Clients’ Perspective
Maintains integrityProvides Counsel
Pro-active ListeningLearns about client through questions
Selling Approach1
Commodity
Consultative
3
Trusted Advisor
4
Transactional
2
Why Business Development?
Value beyond hardware and softwareDifferentiate 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 Changing
Do you want to be part of their past?
The Industry in Changing
Or Part of their future?
As a Strategic Partner
Questions?
Thank You
Lois Ritarossi, Senior ConsultantPhone: 781-444-6849lois@rogergimbel.com
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