Johnny Be Good?
May 1, 2008 12:00 PM, Beth Negus Viveiros
Nearly half of the respondents to a survey from InfoUSAPoll.com think Republican John McCain would be the most small-business-friendly president out of ...

Get It Together
May 1, 2008 12:00 PM, By Ruth P. Stevens
In business-to-business marketing, the products sold and the buying process are typically complex, requiring not one but a series of touches. DMers grapple ...

B-to-B Marketer Follows the Money
Sep 27, 2006 1:46 PM, By Brian Quinton
Lead generation has been the name of the game in B-to-B online marketing for some time now. The long, complex decision cycles that precede most B-to-B purchases and the relatively high cost of the products have led most marketers to believe that they’re doing best by getting a name and phone number or e-mail address on the Web, then following that lead up offline. But like any other conversion, B-to-B marketers are showing a growing interest in being able to track those leads all the way to a terminal sale. ...

ATTENTION, PLEASE
Jun 15, 2006 12:00 PM, By Beth Negus Viveiros
DIRECT TALKED recently with Rob Norman about the current state of direct marketing media buying. Norman is director, interaction at Group M Worldwide ...

AIG's Homegrown Solution
Jun 15, 2006 12:00 PM, BY LARRY RIGGS
WHAT HIGH-PRICED system did American International Group buy in 1998 when it needed a way to shovel leads to commercial insurance brokers in the United ...

Reaching Out
Jun 1, 2006 12:00 PM, By Ruth P. Stevens
WHAT ARE THE most effective ways to reach business buyers? You know the arguments: Some marketers swear direct mail is still best because targeted lists ...

Lowering Sales Pressure
May 1, 2006 12:00 PM, By Larry Riggs
Medical instrument manufacturer Medwave is hoping a new Web-based tool will boost sales by at least 10% and lower the cost of its prospecting visits, ...

Two-Way Effort for Four-Way Trucks
Apr 1, 2006 12:00 PM, BY LARRY RIGGS
Atlet Inc., a distributor of material-handling equipment such as forklifts, has begun an e-mail and postcard effort to promote two product lines. The ...

FEEDING THE BEAST
Apr 1, 2006 12:00 PM, By Ruth P. Stevens
Salespeople need leads to make them more productive, and tried-and-true techniques of targeting, media selection, offer development, message platforms, response management and campaign analysis can help them out. ...

From E-mail to Snail Mail
Mar 1, 2006 12:00 PM, BY LARRY RIGGS
TruckersB2B, having found that direct mail is the best way to communicate with its members, plans to almost double the amount it sends this year. Why? ...