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Valassis v11

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Transcript of Valassis v11

3
NEW PRODUCTS
WIN BY MARGINS
3
NEW APPROACHES
3
NETWORK OPPORTUNITIES
Intelligent Media Delivery
Do Your Best –
Beat the Rest!

Expand segments

Data and Analytics
Strengthen portfolio
Increase consumer engagement
Simplify and improve
Take Control

of the Sale
Teach

for Differentiation
Tailor

for Resonance
To Finish First, You Must
Finish First
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Client Challenge:
The account has been a loyal client but was somewhat stagnant in its marketing.  Leadership was beginning to recognize that it had to get more progressive to better compete.


Valassis Business Challenge:



Client Challenge:
Contractor relationship preventing ad spend

Find Your
Groove
3 New Products
3 New Approaches
3 New Networking Support Opportunities
2016 National Sales Conference:
A Winning Formula
Name:
Valassis team success:  
Distributor partnership to open spending and plan

Valassis Team Success:
Valassis learned that the areas of interest and opportunity were Grand Openings and more effective frequency.
Key Takeaway:
A best practice is for Sales to engage Marketing and thoroughly dissect the client’s needs and pain points in order to come up with compelling solutions – Challenger model

744

new hires
402
promotions
You Make the Difference
Sales is a Team Sport
Challenger
Integrated paper and digital sale
Sale using data and analytics
Digital Specialist
Executive Resource
New Client Partners
Win Together Now
Victor Nichols
Key Takeaway:
Program opened dialogue with variety of large distributors resulting in multi-contractor campaigns and promotes integration

#1 factor that drives customer loyalty:
Sales Experience
Full transcript