Mailing & Fulfillment — Five Steps to Become an MSP

The third factor is your understanding of what goes on in a marketing department for mid- and large-size corporations. To gain such an understanding, study the diagram shown on page 70, which was configured by Peter Winters of the Winters Group & Associates. Consultative selling, which is required for most services after print and mail, has a large element of empathy selling. Therefore, it is essential to understand what goes on in the marketing department and to empathize with the problems of marketing executives.