5 Tips for B-to-B Reactivation  May 02, 2012 10:39 PM By Mary Ann Kleinfelter

Profile your new customers, lapsed customers and repeat customers to determine which ones are more likely to buy again and which ones are not. You can use transactional data, like how recently they bought, how frequently they bought, which products they bought, and how much they spent. You should also use the products they bought and the channel through which they bought them. Patterns should emerge.

Experts Say AmazonSupply Will Change B-to-B Ecommerce  Apr 26, 2012 12:42 AM By Tim Parry’s launch of its business-to-business marketplace has the potential to alter the landscape for b-to-b merchants. But while some industry experts see the launch of as an all-out game-changer for b-to-b merchants, others see Amazon’s entry as an added plus for b-to-b sellers.

Managing Catalog Content on Your B-to-B Ecommerce Site  Apr 21, 2012 12:10 AM By Bill Onion

If you

How to Optimize B-to-B Online Marketing Strategies  Apr 16, 2012 1:46 AM By MCM staff

Once you

5 Ways to Test B-to-B Offers  Apr 05, 2012 6:13 PM By Mary Ann Kleinfelter

While the potential exists to improve, many tests actually cost money because they do not even replace the sales of the traditional method you are using, leave alone improving them. So the question is: how can you minimize the risk and maximize the success of your testing efforts, especially in business-to-business marketing? Here are five tips to get you started.

B-to-b Ecommerce Challenges: Creating Support in the Organization  Mar 20, 2012 4:47 PM By Bill Onion

Among the many initiatives an organization takes on in any given year, a b-to-b ecommerce project can be one of the most challenging. Not only do these require resources whose days are filled with conflicting priorities, but it introduces an entirely new sales channel which changes the dynamic of the organization’s working business model. Here’s why the first tactic in a successful b-to-b ecommerce initiative is often the most overlooked as companies charge full steam ahead

4 Tips for B-to-B Personalization  Mar 08, 2012 11:41 PM By Mary Ann Kleinfelter

For a long time, b-to-b marketers were leery of the success consumer marketers were having with personalized offers. Were business customers really going to be more likely to buy an expensive and technical product when addressed by their individual names? As usual, the answer turns out to be: It depends. Here’s why you have to test.

5 Best Practices to Boost Marketing Spend  Feb 16, 2012 3:28 AM By Akin Arikan

With the right analytics and marketing actions, multi

6 Steps to Developing a Compelling Brand Story  Feb 15, 2012 10:33 PM By Jim Signorelli

How does a brand become compelling? Follow these six steps, known as the 6 C

5 Tips to Find High Performance Segmented B-to-B Prospect Lists  Feb 07, 2012 2:01 AM By Mary Ann Kleinfelter


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