Norcross

With Tracy A. Gill A recent study by PointClear, a business process outsourcing agency based in Norcross, Ga., revealed that despite growth in the e-mail and Internet marketing industries during the last few years, B-to-B marketers are remaining true to direct mail; the majority of respondents continue to use the medium, and more than half reported they would increase that use in the coming year. However, from dealing with smaller prospect universes to overcoming an aversion to lists, B-to-B mailers have faced a number of direct mail challenges, says Dan McDade, CEO and president of PointClear. McDade and I recently spoke about some of

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