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As B-to-B sales often aren’t as discount price driven as consumer sales, e-mails to a business audience can’t necessarily tout the latest promotional offer. Myriad other sales channels complicate the situation, making the decision of what and how often to e-mail even more perplexing. Following are successful e-mail communication strategies from three B-to-B catalogers and how they decide what kind of e-mails to send.
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