Here are six circulation tactics meant to help you attract a greater amount of qualified buyers for your business-to-business (b-to-b) catalog.

By Mindy Allen and Steve Trollinger

Second, know what you’ll do with the results of the test. Will the data be good to know or essential to know? Will you roll out a list based on the results? Will the added expense of testing pay for itself down the road?

This may not always be easy to determine, but questions like these must be asked and answered honestly before going through with any test. Avoid going through the effort and expense of list and segment testing if it won’t be possible to