Cross-Media and the In-plant
A number of firms reported recasting sales responsibilities to have account managers focus on selling to existing clients, while sales reps pursued new business. A few firms reported moving customer service reps into account management positions—once the sale is complete, the idea is that these folks will take over the process of managing and growing the account.
- People:
- Lisa
Lisa Cross is the principal analyst of NAPCO Research (a unit of NAPCO Media) where she conducts market research and analysis on emerging trends and changing dynamics in the commercial, in-plant and packaging industries, and the market forces that are driving those changes. With decades of experience covering the graphic arts and marketing industries, Cross has authored thousands of articles on a variety of topics, including technology trends, business strategy, sales, marketing and legislation.
