B-to-B Cataloging: Four Ways to Coordinate Marketing and Outbound Sales
When you ask sales professionals how they develop call lists, they often say they use calendars to reflect the frequency purchases, e.g., Company X orders every month, Company Y orders once every six months. They then mark their calendars for sales calls. This process delivers sales, but it can skim the cream. Potentially good customers might get overlooked.
- People:
- George Hague
- XYZ
- Places:
- Mission, Kan.
A columnist for Retail Online Integration, George founded HAGUEdirect, a marketing agency. Previously he was a member of the Shawnee Mission, Kan.-based consulting and creative agency J. Schmid & Assoc. He has more than 10 years of experience in circulation, advertising, consulting and financial strategy in the catalog/retail industry. George's expertise includes circulation strategy, mailing execution, response analysis and financial planning. Before joining J. Schmid, George worked as catalog marketing director at Dynamic Resource Group, where he was responsible for marketing and merchandising for the Annie's Attic Needlecraft catalog, the Clotilde Sewing Notions catalog, the House of White Birches Quilter's catalog and three book clubs. George also worked on corporate acquisitions.
