B2Bmarketing Biz articles from January 2002

B2Bmarketing Biz archives from January 2002

How to Upsell Business Services Clients with an Email Newsletter.
January 8, 2002... CASE STUDY CHALLENGE: The past two years have been a crazy time to market business services. At first the economy was surging so strongly that marketers had to work harder to get their message heard over the roaring crowd. Then the bottom...

How to Use an Online Quiz to Gather Qualified Business Sales Leads.
January 15, 2002... CASE STUDY (Note: To clear up any possible confusion, this Case Study is about ProfNet.org, a successful business consulting firm, which is NOT related to the well-known ProfNet.com media relations service offered through PRNewswire.) ...

Schwab Research Reveals Email Alert Subscribers Place Five Times More Trades.
January 16, 2002... CASE STUDY CHALLENGE: Like many large corporations with multiple marketing departments and product lines, at first Schwab got email religion "in dribs and drabs." Vince Errico, VP eCommunications explains, "There were pockets of email...

How InFocus Generates Sales Leads for Resellers, While Also Selling Direct Online.
January 22, 2002... CHALLENGE: Founded in 1986, InFocus Corporation (NASDAQ: IFC) designs, manufactures and markets projectors worldwide. The Company's primary marketplace -- Fortune 1000s, government executives, technology companies, and educators -- are all...

Raise Offline Sales by Adding Interactive Tools for Buyers to Your Web Site.
January 29, 2002... CHALLENGE: Unimast manufactures construction-quality drywall used by building contractors to construct everything from skyscrapers to new homes. Although the Company sells exclusively through resellers (commercial construction yards), VP Sales...