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B2BOct 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.
B2BOct 19, 2006 12:54 AM By MCM staff
Vernon Hills, IL-based computer reseller CDW registered a solid third quarter.
B2BOct 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
B2BOct 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.
B2BOct 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.
B2BSep 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.
B2BSep 19, 2006 5:10 PM By Jim Tierney
Computer reseller CDW Corp. has agreed to acquire Berbee Information Networks Corp., one of the country
B2BSep 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.
B2BSep 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
B2BAug 21, 2006 8:22 PM By MCM staff
There may be as many as 15 or 20 individuals at a company who influence a business-to-business sale. For that reason, the b-to-b marketer must include in his customer and prospect database a rich matrix of influencers.
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