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BtoB Email lists – Is Bigger Really Better?

There was a well written post by Robert Vanselow, VP of Sales and Marketing at Newsmax Media titled: “When it comes to e-mail lists, more marketing is better” published on DMNews’ The 2009 DMNews Essential Guide to Lists & Database. The article made some pretty good points and there was just one particular point which I can’t…

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Whos The Boss – Decision Making Executives Or Personal Assistants?

When selling to high level decision making executives such as C-Level and Vice President level target contacts, the frustration for many inside sales executives is in connecting with these decision makers. More often than not, especially while selling to larger companies, the high level executives are amongst the most difficult to connect with over the…

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The Best Things In Life Are Free Except Quality B2B Marketing Data

There is no such thing as a free ride but what about free b2b marketing databases? We’re not talking about the free trials, free subscriptions or free sample lists but if a vendor is actually offering a free database of business contacts how much should you trust it? This thought came about after reading a…

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Retaining Existing Customers Vs Acquiring New Customers – Whats Is The Better Strategy?

A great question in this economic climate and something a lot of companies will be debating on as a strategy till things are looking up again. Iain Lovatt of Blue Sheep Limited took this question to the B2B marketing group on Linkedin where it sparked a healthy debate on whether marketing should turn all focus to…

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Marketing Data Wisdom – If Information Lacks Quality Then Its Not Really Information

If information lacks quality, then it’s not really information Thats what Lou Agosta a principal analyst at Forrester Research said in 2005 for an article which still holds true and will hold true for a long time to come. The news article in in Techtarget titled “Information quality market to reach $1 billion” It’s one…

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16 Percent Of Marketing Budgets Likely To Be Spent On Database & Direct Marketing This Year

Thats right, as much as 16% of the marketing budgets allocated by global B2B companies are reserved for database and direct marketing according to the CMO Council’s “Marketing Outlook 2009” report. The findings of this report was published in a story on BtoBOnline Magazine titled “CMO Council report: Many budgets up” by Kate Maddox.  According to…

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Our Email Marketing Campaign Delivery Rate Was 90% But Was It Really?

Conversation between marketers (names have been modified to protect identities) Kermit The Frog: Just look at these statistics from our last email campaign! They are terrific! 100 percent of the emails we sent went out, 90% were delivered and 40% were opened!  Batman: How many responded or converted into click throughs? Kermit The Frog: Mmmm…