1. The Evolution
of the Sales Organization
Lise Lavoie
Vice President, Sales, Quebec and Atlantic Canada

2. Our Mission
Bring local consumers and businesses together via our
network of mobile, web and print properties
Help consumers in making smarter buying decisions in
their everyday lives
Partner with businesses to help them build successful
marketing programs

3. Sales Environment
Transforming Sales
Approach
Demanding Proof Keeping up with
of Value Sales Organization Products
Sales Organization
Confidence
Confidence
Longer Evolving Competitive
Sales Calls Landscape

4. Diagnostic Selling
Product Advertiser Expectation & Go-to-Market Sales Process
Print, multimedia bundles
Print, multimedia bundles “Provide Sales Competencies: Digital
Digital
& online-only advertising Diagnostic Selling
& online-only solutions Content Capture
Online Expertise
that work.”
Provide Proof of Value 95% Paperless Environment
S (drive leads)
P Certification
E
C
I
A
L
T
Y
Media Consultant
Performance Marketing Advisor

5. New YPG Narrative – Framework
1. Get found: Your business will be found by people who
Your business will be found by people who
are ready to buy, no matter when, or where,
are ready to buy, no matter when, or where,
or how they’re looking
or how they’re looking
2. Compete: We’ll help you showcase your business to attract,
We’ll help you showcase your business to attract,
convert and sell to more customers
convert and sell to more customers
3. Solutions: We can help you compete and win more business
We can help you compete and win more business
with customizable marketing tools built to
with customizable marketing tools built to
accelerate your results
accelerate your results

6. 2010 Sales Strategy
2010 2011
Retaining Growing Acquiring Readying for
Customers Customers Customers Transformation
Protecting revenue Increasing share of Creating new revenue Preparing the
and the value of wallet by providing and positioning for sales organization
user content the right solution the future for change
Continued Focus
Continued Focus
Sales
Sales Diagnostic
Diagnostic Optimal Customer
Optimal Customer
and Maximized
and Maximized
Confidence
Confidence Selling
Selling Experience
Experience
Opportunity
Opportunity

7. Sales Force Toolbox
Increased account and
customer information
Custom presentations
Blackberry apps
Online certification
and training
Digitization of back-office
through Volt

8. In Conclusion
1. Improved go-to-market execution and value
story communication
2. Reinvigorate the organization
3. Signs of improving market
Well positioned for growth in 2011
Well positioned for growth in 2011