The Fundamentals of Business-to-Business

B2B sales and marketing executives have been hard-hit by increasing sales demands, plummeting budgets, and highly touted techniques that promise more than they deliver.The Fundamentals of Business-to-Business Sales & Marketingshows executives how to integrate traditional B2B selling methods with effective and proven new technologies.Covering database marketing, microclustering, accurate ROI measurement, and more, this no-nonsense book provides a dynamic, hands-on approach for selling more while spending less, and meeting today's relentless revenue and margin demands.

John M. Coe is an internationally recognized authority on B2B sales and marketing. In 1980 he discovered direct marketing as a sales productivity solution and made the switch to the agency side when he founded Integrated Target Marketing, a B2B direct marketing agency. Coe has been the national direct marketing campaign manager at IBM, the senior vice president of B2B marketing at Rapp Collins Worldwide, and the president of Database Marketing Associates, a well-known B2B consulting firm. He is the founder and president of the Sales and Marketing Institute, a B2B consulting, education, and training firm based in Phoenix, Arizona. He has given hundreds of speeches and seminars throughout the world, is a frequent contributor to industry trade magazines, and leads many Direct Marketing Association sessions.

Preface
Why Is It So Tough to Sell Today?	p. 1
The New Sales Coverage Model	p. 17
The Start: Profiling and Targeting the Market	p. 51
Segmentation for Communications	p. 71
Redesigning the Inquiry-Generation Process	p. 95
High-Yield Lead Qualification	p. 113
Sales Conversion	p. 131
Up-Selling/Cross-Selling and Creating Customer Loyalty	p. 141
Campaign Planning and Execution	p. 151
How to Build Your Company's Database	p. 175
How to Measure to Results That Will Sell Management	p. 193
Resource Directory	p. 211
Index	p. 229
Table of Contents provided by Blackwell. All Rights Reserved.

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The Fundamentals of Business-to-Business Sales & Marketing

Summary

Author Biography

Table of Contents

Supplemental Materials