B-to-B Cataloging: Four Ways to Coordinate Marketing and Outbound Sales
B-to-B marketers can give outbound sales short- and long-term insight into customer lists by applying RFM scoring. For the short-term targets, such as hitting the month’s revenue goal, the sales staff uses RFM scoring to identify customers from top to lowest segment; it’s a quick and easy checklist to scan for potential sales.
- 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.
