MARKETING DIGITAL SERVICES--Selling One-to-one

Nudo has seen the explosion first-hand. He reveals that Panel Prints went from about 10 percent digital work in 1999 to 60 percent to 70 percent currently.

Digital Specialists
As such, this rapidly changing market requires a flexible sales staff, notes Mark Edgar, vice president and general manager of Corporate Direct in Landover, MD. Corporate Direct, a division of Corporate Press, went digital two years ago and has trained its salespeople to be "digital specialists."