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Acquisition

Making Mobile Part of Your Lead Gen Strategy

The need to make mobile media part of your lead generation strategy today is obvious. What isn’t so obvious is how to integrate mobile in a way that will effectively engage consumers and not run afo

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Oct. 01 2011




Texas Instruments Aims B-to-B Marketing at its Target Audience: Product Designers 5

When your business is selling integrated circuits and microchips to be used in electronic products, you want to build and foster relationships that bring you closer to your end-user. TI defines that customer as the design engineer

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Sep. 08 2011




Lead Flow Planning: How Many Leads Are Really Enough For Your Sales Team?

When it comes to leads, it’s tempting to think that more is better. But the truth is, enough is

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Jun. 10 2011




Making the Most of Leads From Trade Shows 1

In today’s challenging economic environment, not following up on tradeshow lead data is really inexcusable. It is expensive—really expensive—to be an exhibitor at a show. And whether your tradeshow exhibitor investment will net a profit or a loss all depends on how the lead data is capture and used.

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Jun. 09 2011




18 Proven Ways to Reach B-to-B Customers with Email

Business-to-business communications are fundamentally different from business-to-consumer. With B-to-B, there is usually a long sales cycle. Your goal is to engage, to establish your company as a valuable source of information. You want to get your messages opened and read often, making you the authority buyers turn to when they are deciding where to purchase. Here are 18 steps to consider when planning a B-to-B email marketing campaign:

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Dec. 21 2010




New Credit Card Holder Lists Still a Good Bet 1

A few years ago, when there were 7 billion credit card solicitations being mailed, one of the core types of lists being used was recent credit card issues.

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Nov. 18 2010




Broker Roundtable: What’s the Outlook for Cooperative Databases?

This week’s question: What’s the Outlook for Cooperative Databases?

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Nov. 15 2010




Tips for Finding the Best Catalog Prospects

Now is when catalogers should cautiously increase their prospecting efforts. After all, as we emerge from the recession, those companies who continue marketing and mining for new buyers will be in a much better position to take advantage of the rebound.

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Nov. 02 2010




List Firms Increasingly Stress Marketing Services

How many incidents within the list industry does it take to make a trend? Three months ago, Clare Hart, Infogroup’s new CEO, revealed plans to rebalance the company away from providing list information and more toward services. Late last month, Infogroup announced Ed Mallin, who was instrumental in Infogroup’s list management firm acquisition activities, was stepping down.

All of which gives rise to a question: What is the perceived value of list management operations within the information community?

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Oct. 21 2010




Broker Roundtable: How Reliable Are Income Selects?

This week’s question: How reliable are income selects on lists, especially in light of the current economy? Our current panel features Jim Hall of All That Marketing, Matt Kaiser of Veradata and Don Yaffe of Belardi/Ostroy. (Would you like to be considered to be a member of our roundtable? Contact Larry Riggs at larry.riggs@penton.com.)

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Sep. 28 2010




Ways to Improve Your Mailing List Performance

Thanks to reduced prospecting and catalog circulation, many mailers are finding they have fewer housefile names to leverage, and less new names on the rental market. How can you improve your list’s performance, and get profitably back in the mail? Here’s a few tips.

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