USING CRM AND MIS FOR SALES & MARKETING

Our sales and marketing guide shows you how to use your CRM and MIS to sell and market your print, packaging or label products. For those who don't currently have any marketing resource, we've also included explanations about each of the marketing approaches discussed in the guide.

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Two different approaches to selling print

A net...
Our customers tell us that they tend to take two different approaches to their prospecting. Sometimes they ‘cast their net out’ using a variety of different marketing techniques, and catch as many prospects as they can. And sometimes they ‘go hunting with spears’ to catch a few big fishes too. By ‘big fish’ we mean enterprise level customers that will bring in a large amount of revenue.

...or a spear?
The approach of ‘fishing with spears’ fits closely with an account-based marketing approach, which is a method of marketing used to proactively target key accounts. It’s about winning big accounts by convincing whole decision-making teams. Account-based selling has been around forever, but as the walls between sales and marketing teams slowly dissolve, marketing teams are also getting involved.