Jeff Adee

Jeff Adee is SVP and GM of B2B at Infogroup. Reach him at

Heather Fletcher is senior content editor with Target Marketing.

With thousands of B-to-B lists available, it can be hard to know where to start. These are the key attributes and tips you need to jump-start your B-to-B acquisition efforts. 1. Quantity: Prospecting lists can range in size from less than 1,000 names to 1 million names or more. The traditional approach to direct marketing is to test a small portion of the list, then mail, call or email to a larger portion if the initial test is successful. Some marketers avoid small lists for this reason

Old-school direct marketing techniques still rule in new-school media, old channels still reach business prospects who like traditional messaging and proper data use is important. Those are just a few of the takeaways from "Multichannel Marketing for Business: New Ways to Find and Convert B-to-B Prospects—and How They Really Work," a webinar hosted on Oct. 4 by Target Marketing.

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