B2B ARCHIVE

Targeting Your B2B Lead Generation  Oct 30, 2006 11:42 PM By MCM staff

When searching for leads for selling your products or services, you want to find those companies who have a problem for which you have the solution. How do you go about finding those companies and how do you find the level of contacts you need from within the companies? Here are seven strategies:

Abacus Indicator: B-to-B Web Sales Up  Oct 23, 2006 10:17 PM By MCM staff

Business buyers are embracing the Web, according to a survey by Abacus. The company’s 2006 Business-to-Business Industry Insights Report found that 40% of b-to-b sales occurred via the Web in 2005, up from 34.5% in 2004, a 16% increase year over year.

Modest 3Q Growth for CDW  Oct 19, 2006 12:54 AM By MCM staff

Vernon Hills, IL-based computer reseller CDW registered a solid third quarter.

Live from DMA06: How to Sell to Institutions  Oct 18, 2006 6:44 PM By Larry Riggs

(Direct) San Francisco–The nation’s institutions–schools, hospitals, city and county governments, libraries, religious institutions–represent a $4.1 trillion annual market, are largely resistant to recessions, and very often are predictable, steady buyers

3Q Sales Up at Grainger  Oct 17, 2006 2:18 AM By MCM staff

Lake Forest, IL-based W.W. Grainger reported a 6% increase in third-quarter sales, to $1.5 billion for the three months ended Sept 30.

How Long Should You Keep Contacts in Your Database?  Oct 16, 2006 9:06 PM By MCM staff

I’ve found that companies often remove people from their databases far too soon–especially considering the potential lifetime value of the prospect and his company.

Custom Prospect Database Solutions: Business Process Changes  Sep 25, 2006 6:42 PM By Caryn L. Gray

How consumer prospect databases require us to change how we think about and execute

o list rental agreements
o the list use approval process
o strategic analyses
o what we learn from the strategic analyses.

CDW Buys $390 Million IT Solutions Provider  Sep 19, 2006 5:10 PM By Jim Tierney

Computer reseller CDW Corp. has agreed to acquire Berbee Information Networks Corp., one of the country

Go for Role, Not Title  Sep 05, 2006 8:39 PM By Suaad Sait

By focusing on titles, marketers have been targeting the wrong people: Role or function is the best indicator of response, and title is not the best indicator of function.

Buyout for Aramark  Sep 01, 2006 9:30 PM By MCM staff

Aramark Corp., the food services and facilities management firm that also owns a $425 million-plus direct division, has agreed to a $6.3 billion buyout






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