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With a circulation of 200,000, The Virginian-Pilot is the largest daily metro newspaper in Virginia. Approximately 60 percent of the newspaper's revenue comes from selling print advertising inserts to large, local retailers. In an effort to increase insert sales and to improve sales force effectiveness, The Virginian-Pilot deployed a solution based on Microsoft Dynamics CRM. The innovative solution not only helps sales representatives track customer data, but also helps ensure that the print advertising inserts reach their intended audience. The new technology helped The Virginian-Pilot score 99.6 out of 100 points on an independent audit of the paper's insert accountability system. This impressive score has been used to retain and attract more advertising revenue.

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