Most companies cannot mail their entire database during the holiday season. The following are six tools and techniques to leverage this valuable resource to it fullest potential and identify as many responsive and profitable names as possible.
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.
The comparing number of 12-month new-to-file buyers now against a year ago tells if you are continuing to acquire new buyers economically or if any revenue growth you may be experiencing is resulting exclusively from your preexisting customers.
The momentum of your direct marketing creates many small opportunities to increase your sales. That
It seems that we business-to-business marketers too often get caught up in the details of direct marketing rather than concentrating on the things that are most important: the list, the offer, and the results.
Enterprise resource planning (ERP) systems specifically geared for multichannel merchants can help you deliver a personalized experience to your customers.
Service is more important than ever for list sales professionals. Competition in the list marketplace is much keener than before, and superior customer service can set a company ahead of the competition. Poor customer service, conversely, can break a deal.
Our data is carefully input, validated, audited and we have every reason to believe it is right. But if a customer disagrees with the data, should we automatically assume she is wrong?
As database professionals we need to be prepared for discrepancies and errors as well as customers changing their minds or deliberately misstating the facts. But sometimes the problem will be with our database in how we recorded or failed to record the order and its details.
In the first installment of our four-part series, we discussed the evolution of prospecting solutions
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.