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

Knowing who is responding from various lists will allow you to select future lists based on the right audience. For example, instead of searching for additional generic engineering management lists to test, in the above scenario you’d focus your efforts on finding the more specific design engineering lists or selects. The more information you have, the better you’re able to target.