Ralph Drybrough

Ralph Drybrough
List View: 6 Smart Ways to Use B-to-B Compiled Lists and Data

Today, one of the great challenges facing B-to-B marketers is finding ways to enlarge the universe of responsive prospects. This problem has been exacerbated by fewer new B-to-B buyer lists coming onto the market and by the shrinking size of many existing B-to-B buyer lists, the inevitable consequence of smaller prospect mailings. When counseled to look more closely at testing compiled lists to find new universes, B-to-B marketers often meet this suggestion with skepticism: “Compiled lists don’t pull nearly as well as buyer and subscriber lists,” or, “Compiled lists aren’t as deliverable as buyer hotlines,” they reply. Frankly, both of these statements generally are