When cooperative databases came about in the early 90’s and gave marketers access to a large source of new names, the common selection process utilized a sequential modeling technique where multiple ...

For a large business-to-business cataloger — say $500 million in sales — a field sales visit costs about five times more than a telemarketing call and 100 times more than a direct mail piece. That ...

Companies should, and can, implement a sustainable, consistent telephone prospecting program to develop a "sales territory" using an approach that sales reps will actually adopt. If telephone ...

Over the last few years, data marketers have gone to extreme lengths to cherry pick what they think is the perfect audience for each communication they send. But is this approach producing a ...