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Last edited by Open Library Bot
April 28, 2010 | History

The B2B Refinery 1 edition

Cover of: The B2B Refinery | J. David Green; Michael C. Saylor

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The B2B Refinery
An executive guide for improving go-to-market ROI through greater sales and marketing efficiency.
1st

Published June 2005 by WingShare Press in United States .

About the Book

An advanced look at operationalizing a scalable set of systems and processes to generate demand and manage leads. The book covers key organizational challenges, financial considerations, and CRM / eMarketing issues faced by larger business-to-business companies selling more complex products and services through both direct and indirect channels. Key topics include practices for aligning sales and marketing so that leads increase sales productivity and marketing receives closed loop feedback from sales, the need for information standards and automated methods for data transport, data hygiene, data enhancement, and data distillation. The book also covers direct response marketing tactics, including the application of direct response marketing and database marketing to the internet, particularly for creating "Digital Dialogue" to generate demand and to nurture inquiries into leads. Keys to effective contact strategy and the deployment of more expensive resources, like tele-prospecting and tele-qualification are also covered in the book.

First Sentence

At the turn of the twentieth century, manufacturers began to discover the efficiencies of mass production.

Edition Notes

Genre
business marketing

The Physical Object

Format
Paperback
Number of pages
249
Dimensions
10.7 x 8.2 x 0.7 inches
Weight
1.7 pounds

ID Numbers

Open Library
OL9523280M
ISBN 10
0976864703
ISBN 13
9780976864707
OCLC/WorldCat
225058158
Goodreads
3415136

History

Download catalog record: RDF / JSON
April 28, 2010 Edited by Open Library Bot Linked existing covers to the work.
December 11, 2009 Created by WorkBot add works page