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B2B ARCHIVE

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

Database Marketing Strategies for Mailing Deep into B-to-B Companies  Aug 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.

Clean Up Your B-to-B Sales and Marketing Database  Aug 07, 2006 8:51 PM By MCM staff

It can be a big waste of money and time to market to someone who isn’t there to receive your message. It can also be costly to keep mailing or calling contacts who are not interested in what you have to offer. So it’s important to keep your database clean. Here’s a few suggestions on how to do it.

Using Database Marketing to Reach Business Influencers  Jul 31, 2006 8:51 PM By MCM staff

Want to improve your results? Mail to all the influencers in the customer company

Four Common Concerns of Online Chat and How to Address Them  Jul 25, 2006 7:47 PM By MCM staff

If your company is still not convinced that chat is right for your marketing team, it






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