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B2B WHITE PAPERS & ARTICLES

To download a white paper, please click the link to access the B2B Resource Library.

 B2B Thought Leadership

The following white papers and articles are available:

The 4 Elements That Drive B2B Direct Marketing Results

Much like a golf swing – if you don’t know the basics (set-up, backswing and downswing) you won’t hit the ball, and even if you do it won’t go straight or far.  With that in mind, here is a brief review of the four basic elements, and the relative importance to success of the direct marketing campaign expressed in percentages.

Branding & Data - The New Alliance

There is now a new alliance between branding and data. Where do you stand in that alliance?

Data-Driven Sales 2.0

We’re now in the era of data.  For B2B companies, it’s not the vaunted Big Data, but rather the availability of just lots more data on prospects and customers.  Regardless if it’s from data compilers, list companies, and social media or directly from the prospects and customers the deluge of data is upon us. 

Measuring B2B Lead Generation Campaigns

Learn what to measure, how to measure it, best practices and how to use the measurement ladder to climb to the top!

11 B2B Telemarketing Voice Mail Tips

Telemarketing is a “live” direct marketing environment, and by testing various approaches, do we learn which one works best. Therefore, what follows are some guidelines and tips for leaving voice mails that drive the desired behavior and/or a return phone call. Her'es 11 Tips to making your telemarketing efforts stronger!

Profiling - Part 1 of 3

This white paper on Profiling is the first in a three part series Profiling, Targeting & Segmentation. Taken together they lay out a three step process that should be completed by all marketers before developing a marketing campaign.

 
Targeting - Part 2 of 3
This white paper on Targeting is the second in a three part series Profiling, Targeting & Segmentation. Taken together they lay out a three step process that should be completed by all marketers before developing a marketing campaign.
 
Segmentation - Part 3 of 3
This white paper on Segmentation is the third in a three part series Profiling, Targeting & Segmentation. Taken together they lay out a three step process that should be completed by all marketers before developing a marketing campaign.
 
"Leverage Titles in Your Database" by Steve Juedes for Direct Marketing News Magazine
How and why leveraging accurate titles is important for segmentation and messaging.
 

Data Get Smart - Not Big

Follow these Seven Steps to a B2B Data Strategy and Plan! When working with firms who have many prospects and customers, multi-channel marketing activities and data silos, we have found this seven step processe ffective in developing a data strategy adn plan that gets both approved and funded.

 

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