MarketingSherpa Blog

Unless you are executing batch-and-blast email campaigns (and I sincerely hope that you aren’t), your email strategy probably involves some level of personalization or at least getting relevant email content to the right person. In order to achieve either of those goals, the starting point is your email subscriber list and having that list segmented so you can pick and choose who in your database receives each email send.

Lists can be segmented many different ways, and obviously the more record fields you have on each person in your list, the easier it is to segment based on criteria such as geographical location, job title, industry and possibly even transaction history.

To provide a few ideas of how your peers are segmenting their lists for email campaigns, here are three examples taken from MarketingSherpa Newsletter case studies. Hopefully you will discover insights that are inspirational or maybe even something you can immediately apply to your own email efforts.

Tip #1. Utilize behavioral data for segmentation

This tip comes from an article titled, “Segmentation: How a small office supply ecommerce site boosted revenue 25% by sending more emails,” covering JAM Paper & Envelope, a New York City-based brick-and-mortar that added ecommerce in 2007. Andrew Jacobs, Director of Ecommerce, JAM Paper, said, “Essentially, we come up with one email a week, or every two weeks, or even a month if we didn’t have time, and we would send it out. We would just cross our fingers and hope for the best,” referring to the company’s initial batch-and-blast approach to email.

JAM Paper’s campaigns included a “lapsed purchase” send to anyone who hadn’t bought anything for 17 months, but the team decided segment beyond just a certain timeframe and began taking individual behavior into account for the campaign.

This meant looking at each customer’s buying behavior. Some bought monthly, or even weekly, while others bought only once a year. The team calculated the average time between orders for each customer and began sending the “lapsed purchase” email once each person passed their individual threshold. This tactic yielded a 45% conversion rate — the highest among all of JAM Paper’s email campaigns.

Tip #2. Mine social media for customer segmentation data

In the case study, “Email Marketing Segmentation: Clothing brand uses social behavioral data to drive a 141% increase in revenue,” Johnny Cupcakes, a mid-sized apparel retailer, linked its customer database to social media engagement of its individual customers, analyzing 19 million public social expressions.

These posts led to insights on data points such as:

• Gender
• Customer interests
• Brand preferences
• Media habits

Gender was seen as the key data point to uncover from the effort and was actually taken directly from social media profiles if that information was available. One of the insights into customer interests was that a lot of Johnny Cupcakes’ customers were sports fans.

The team decided to test these insights by promoting a baseball-themed shirt to the sports fan segment of its list.

Men on the list were sent an email featuring a male model and a shirt cut for men:

Read more…

Originally published on B2B LeadBlog

Lead nurturing involves a number of activities and channels such as ?under the hood? tracking and scoring of prospects behavior and engagement with your campaigns as well as follow-up telephone at times whenever that tactic fits into an overall lead nurturing program.

However, the key channel for lead nurturing is email — particularly using email to send a series of relevant content pieces or offers to prospects as they move through the buying funnel.

In previous B2B Lead Roundtable Blog posts, I’ve offered a group of MarketingSherpa case studies based around a particular content area. Today, I’m going to highlight one case study — Email Marketing: 133% ROI for B2B’s first-ever lead nurturing program — on a lead nurturing program launched by Crowe Horwath, a public accounting and consulting firm.

Background on the campaign

Christine Elliot, Director of Content Strategy and Digital Marketing, Crowe Horwath, understood the value of lead nurturing to both fill leaks in the sales funnel and improve ROI.

When she began working with the “performance group,” a business unit within the firm, Christine was pleased to learn that she didn?t need to pitch the value of launching an inaugural lead nurturing program.

The program was based around a 12 to 18-month sales cycle and targeted C-suite executives and large financial institutions with at least $1 billion in assets.

What the team did during the campaign

The first stage was determining content for the program, in this case, based on four topic areas: Dodd-Frank, anti-money laundering, process improvement and core systems. From there the team mapped content to the early, mid and late stages of the buying cycle.

In launching the lead nurturing program, the campaign began with a list of 4,000 executives who would receive a monthly email offer for a piece of content.

To even be entered into the lead nurturing program, email recipients had to download content from an invitation email.

After engaging and entering the program, list members no longer received invitation emails and instead began receiving one email every three weeks with an offer for free content.

The team had 12 pieces of content for each of the three buying stage tracks for a total of 48 pieces of content. The nurtured leads became sales-ready after either downloading three pieces of content or just one piece of late-stage content.

How the team refined the campaign

Once the program launched, both Marketing and Sales met to review the newly nurtured leads and discuss how the program was performing. These meetings led to improvements to the program:

• Instead of filling out a lengthy form, prospects only had to answer a single question to download content. These questions even had the options of “none” and “other” so prospects didn’t even have to provide any meaningful information, but according to Christine, most did. One question asked recipients if they preferred to receive email on a different topic — a question that might change the nurturing track they were currently on.
• Lead scoring was improved after analysis of every person in the program, and the team found out that factors impacting lead quality included: asset size, title and behavior such as changing tracks, forwarding material or downloading at least three pieces of content.

How the campaign performed

What were the results of this campaign?

• 33% of invited executives entered the program
• A 75% to 80% open rate for nurturing emails

This was the first automated nurturing program at Crowe Horwath, and it became a model the team uses to deploy similar programs across the company.

“Now we’re expanding all over the firm,” Christine concluded.

If you found this short excerpt of the case study, clickthrough to read the entire case study with more detail on each step of the program.

You might also like

Lead Nurturing: Pilot campaign increases conversion 32.6% with automated emails [MarketingSherpa case study]

Lead Nurturing: How intent data lifted a B2B email campaign’s CTR 248% and forwarding rate more than 400% [MarketingSherpa case study]

Multichannel Marketing: Combining email and content marketing leads to 35% conversion rate for Elsevier [MarketingSherpa case study]

Originally published on B2B LeadBlog

Marketing automation technology has become an indispensable tool in the complex sale marketer’s arsenal. Lead generation, lead nurturing and determining the time for the handoff to Sales would be extremely difficult without that technology. Add lead scoring and tracking through that final conversion to sale and the task is flat out impossible without automation.

Luckily, for B2B marketers there is a wide range of marketing automation options out there from relatively simple solutions that help streamline email marketing to full-blown packages that seem like they do everything but automate the lights and thermostat at the office.

To help illustrate how some of your peers are utilizing marketing automation, in this B2B Lead Roundtable Blog post, I’m sharing four MarketingSherpa case studies that cover everything from how automation improved lead gen to how that tech directly impacted the bottom line.

Case Study #1 — Marketing Automation: 200% increase in lead volume for software company after implementation

SmartBear Software, a B2B cloud mobile software company, was rapidly growing and decided to implement CRM software and marketing automation software as a single process to ensure the two technology pieces would be easily integrated.

When choosing the automation vendor, Keith Lincoln, Vice President of Marketing, SmartBear, said three main criteria were considered:

• Ease of use
• Scalability
• Integration with the new CRM system

Once an automation vendor was chosen, the team decided to bring in an outside consultant to expedite the implementation. Keith said this consultant helped speed up the learning curve through training and was able to get the automation solution up and running within a five-day workweek.

Automation in place, the team started slow with a few email campaigns, faced some internal challenges, but then quickly began to implement lead nurturing to handle a high volume of leads in different product groups. Lincoln said the automation solution was even integrated with SmartBear’s webinar platform.

Results? Lead volume grew 200%, 80% of global leads were generated with automated trial downloads, and 85% of SmartBear’s revenue was generated by the trial download leads.

Case Study #2 — Lead Generation: Revamped marketing automation and CRM technology drives 75% more leads

In this case study, Managed Maintenance Inc. (MMI), a provider of management services for technology assets, faced a different problem than SmartBear from the case study above.

Where SmartBear implemented automation and a CRM solution together to ensure those pieces were integrated, MMI had marketing automation and a CRM in place, but the two were siloed and weren’t synched — Marketing’s and Sales’ activities and data were completely separate.

The solution was to audit the current technology setup, and it was determined that MMI needed to replace both the automation and CRM tools together and, similar to SmartBear, implement the new software pieces together to ensure they would be integrated.

Once that occurred, Marketing at MMI was able to begin lead scoring and lead nurturing, and maybe even more importantly in terms of company culture, Sales and Marketing became more aligned because the new technology implementation allowed visibility from lead gen to conversion to sale for everyone involved in the whole pipeline.

After completely revamping marketing automation and CRM technology at MMI, lead generation was up 75% over the previous year.

Case Study #3 — Marketing Automation: Implementation drives $550,000 in net new revenue at Crain’s

Crain’s Business Insurance is a trade publication that faced the challenge all publications are undergoing right now with declining advertising revenue, but at the same time, its industry customers began buying up-front research and content.

Because the company has reporters with more than 300 years of combined writing and editorial experience, it was positioned to take advantage of this opportunity.

In order to do so, Crain’s implemented marketing automation, revamped and integrated its databases. The company had three databases: print subscribers, online registrants and the newly created marketing automation database — and integrated its content creation process into the marketing automation system.

Integrating content creation into the automation solution meant creating content categories and segmenting the database into those different groups to align content creation with certain reader segments.

From there, Crain’s implemented lead scoring, and even utilized analytics coming from marketing automation to influence the ongoing marketing strategy.

This campaign led to:

• Nearly $550,000 in brand-new advertising revenue for demand generation services
• A 43% increase in registered online newsletter subscribers
• A 2% increase in paid print subscribers
• Conversion rate of 2.6% from anonymous website visitors

Case Study #4 — Marketing Automation: IT company boosts leads 59%, generates $1.5 million with system implementation

This case study combines a dramatic lift in lead gen along with an impressive impact on the bottom line after CentricsIT, at data center solutions provider, implemented marketing automation.

Mandy Hauck, Manager of Marketing Communications, CentricsIT, was the company’s first marketing employee, and walked into what could be called a fairly unsophisticated marketing strategy largely consisting of email blasts.

Her background was email marketing, but early on she reached out to marketing automation vendor based on a coworker’s connection with that vendor’s CEO.

After a call with the vendor’s sales rep, Mandy knew she wanted to implement automation at CentricsIT and conducted internal marketing to get both Sales and company leadership buy-in.

Part of this process included attending a conference on the automation solution in place and learning ways to get Sales involved in planning how automation would be used at CentricsIT.

Before automation, the company didn’t have a refined method of tracking its leads or nurturing them. Leads were thrown into Mandy’s inbox for her to manually forward to Sales. After implementation, leads were automatically directed from landing pages to sales reps. In the first year of marketing automation at CentricsIT, lead gen increased 59% and $1.5 million in revenue was directly attributed to the new technology

For even more value

Hopefully you have found something of interest that might help your marketing automation implementation, optimization or pain points.

The title of each of these summaries links to the full MarketingSherpa B2B Newsletter article with detailed steps and creative samples, so if any of the case studies shared in this post grabbed you, do click through so you can get the full value of the information and campaigns your marketing peers shared with us.

You might also like

B2B Marketing: 7 tactics for implementing marketing automation from a fellow brand-side marketer [More from the blogs]

B2B Marketing: 5 privacy factors to consider when using marketing automation [MarketingSherpa how-to]

B2B Email Marketing: How a publishing company used marketing automation to increase CTR 1,112% [MarketingSherpa case study]

Marketing Automation: 25% more engagement, 0% unsubscribe in 4-email series [MarketingSherpa case study]

Originally published on B2B LeadBlog

Before my current role as manager of editorial content, I was the senior reporter for MarketingSherpa. As such, I interviewed hundreds of great marketers and industry thought leaders for case studies and how-to articles. I’m still writing some case studies, but not nearly at the pace I did for over four years.

Because of that past, it is fun to have the tables turned on me, and a few weeks ago I agreed to be interviewed on the topic of marketing automation and small- to medium-sized businesses (SMBs).

The interview covered a range of ideas within that topic area and I wanted to share some of my extended answers with the B2B Lead Roundtable Blog audience.

Why marketing automation software is relevant to SMBs

A major factor is how marketing automation can help optimize the SMB marketers time. The marketing department at an SMB is typically small just based on the size of the business, but at the same time the customer base – the database – can still be very large and automation software can help with activities such as lead nurturing.

If you think about an enterprise-level company, automation is almost a requirement to augment the CRM software. There’s just too many records in the database to handle this world of highly segmented and personalized marketing any other way.

For the SMB marketer, let’s say you have a one-person staff. I’ve spoken with many marketers doing great stuff with only one person. Maybe you have one, two, three people on your staff. You want to maximize their activities.

They are doing creative things instead of some of the grunt-work associated with handling email campaigns and the like. Automation does a lot of things under the hood that you just physically can’t do even if you wanted to.

How the disconnect between Sales and Marketing can be alleviated with technology

For this section, I’m going to reprint part of my original answer during the interview:

I think I’ll provide an interesting answer for you. The first part is Sales and Marketing alignment is a challenge. I’m hearing more success stories which is awesome. The technology is bringing people together because, if nothing else, Sales instead of getting more leads, they’re getting more qualified leads. Technology helps out on that end.

I think Sales and Marketing should be in alignment anywhere. Every time they’re in a silo, it never helps the company for those two pieces to be adversarial or siloed at all. If they’re working together, it’s always going to be better.

The change is, if anybody’s been reading a lot of industry stuff is the CMO is taking over the CIO and CTO, in the C-suite. Very interesting.

If you think back six or seven years ago, if you told the CMO they were actually going to have a seat at the table and not be the voodoo doll at the end of the table that it was a black hole for the budget and no one paid attention to, they would laugh at you.

Now, because of all the technology and different pieces, and the fact that they’re buying this technology and they’re handling this technology, and the data that’s coming in — now marketing activities are no longer a black hole. Now they’re trackable. Now there’s ROI that can be attached to it. Now all of the sudden, CMOs are surpassing and taking over the role of the CIO because they’re buying the technology and telling the CIO, now you make this work for me.

I think the actual alignment issue now is between marketing and the IT department. I would like to Marketing and Sales as a team become aligned with the IT department, but given where we are, and just the direction things are going, if you look at various pieces of research of some of the bigger research firms, that’s the direction that things are going.

I read articles every single day about the CMO and the CIO need to get together. They’re not getting together because of this. I think the bigger challenge now is for Marketing and IT to be in alignment, and obviously technology is that piece there.

I think technology helps get Marketing and Sales in alignment, but technology is the reason that marketing and IT have to get into alignment. If they don’t, it just makes things a lot harder for everybody.

Creating a culture that allows for marketing automation implementation at an SMB

This goes back to some of that Marketing-IT alignment.

Within marketing, the case for implementing automation should be fairly obvious – “This is going to make our world easier. We’re going to have to learn how to use it. We’ve got an initial training going on, but in the long term, it’s going to make our lives easier.”

Automation is going to allow the team to track its activities, and hopefully begin handing Sales a higher quality of lead, rather than a higher quantity of leads. The internal sales job to Sales should be just as easy with the quality of leads argument in place.

When getting buy-in from the company C-suite or leadership, the IT department can be your worst enemy or your best friend. By fostering an aligned relationship with them, they can advocate the that internal sell.

You want them to be part of this process, one, because they’ve written those contracts. They’re going to see the pitfalls before the marketer does. They know this is a really nice SLA on this contract. The agreement looks good, but IT will see a loophole that might not be obvious to a marketer. IT will know if the new tech piece will actually integrate with the current set of systems already in place.

I think having IT on board with an automation implementation gives a lot of credibility across the board when creating a culture from leadership down to the sales team.

You might also like

Industry Insights with David Kirkpatrick [Original interview from the SalesFusion blog]

Marketing Automation: 200% increase in lead volume [MarketingSherpa webinar replay]

Lead Generation: Revamped marketing automation and CRM technology drives 75% more leads [MarketingSherpa case study]

B2B Marketing: 7 tactics for implementing marketing automation from a fellow brand-side marketer [More from the blogs]

Last week’s MarketingSherpa B2B Newsletter case study — “Lead Generation: Content and email combine for high-quality list building” — covered an effort by cloud replication and disaster recovery startup company, CloudEndure. The overall basis of the campaign was a process created by CloudEndure’s Vice President of Marketing, Ramel Levin, before he joined the startup. This process Ramel called BYOL, or “build your own list.”

The case study features some of the steps involved in Ramel’s lead gen idea, but since he developed it for a company he worked for before joining CloudEndure, the exact steps he took in putting the process together were not part of the case study.

For today’s MarketingSherpa blog post, I wanted to provide more detail on how Ramel created his BYOL concept.

Ramel said he was in a business setting speaking with a startup company that did website translations when the BYOL idea came to him.

“I was asking them, ‘How do you generate leads for websites that need translations?’ He (one of the employees at the startup) started telling me about all the different ways he was doing it, and he talked about the traditional ways of doing email blasts, going to conferences and doing advertising for pay-per-lead and PPC,” Ramel said.

One method for building high-quality lists

After a bit of thought, Ramel decided that building a list of higher-quality leads would be more effective for this company, and here is the process he developed to do just that.

Step #1: Identify the first stage of target companies

Ramel stated, “So I told him, ‘How about doing the following? How about scanning the top one million websites, based on Alexa or Quantcast, or any other ranking service … and find out how many of those websites have only one language.”

He said, for example, scan the top sites in Germany, and make sure they only have pages in the local language. If the company is in the United States, its website only features pages in English.

Read more…

If your experience is anything like the typical email marketer in 2014, a growing portion (possibly a very large percentage) of your list is opening email on a mobile device — maybe a tablet or, more likely, one of the many smartphones out there.

To fully reach and engage that audience, you can either design and build custom emails for every single platform your audience is using …

Or, to make things a bit simpler on the design and execution end of things, take the responsive design plunge for all your email campaigns to ensure your sends have the best look, feel and, more importantly, clickability on any mobile (or non-mobile) platform your recipients use.

To address this issue, watch this excerpt from a panel discussion at the MarketingSherpa Email Summit 2014:

This excerpt features Pamela Jesseau, Senior Director of Marketing, MECLABS (parent company of MarketingSherpa); Amy Carpenter, Digital Marketing Team Leader, Whole Foods Market; and Ewa Badaruk, Global eCRM Marketing Manager, adidas Group.

Read more…

One of the great things about writing MarketingSherpa case studies is having the opportunity to interview your marketing peers who are doing, well, just cool stuff. Also, being able to highlight challenges that can help readers improve their marketing efforts is a big perk as well.

A frustrating part of the process is that during our interviews, we get a lot of incredible insights that end up on the cutting room floor in order to craft our case studies. Luckily for us, some days we can share those insights that didn’t survive the case study edit right here in the MarketingSherpa Blog.

Today is one of those times.

Setting the stage

A recent MarketingSherpa Email Marketing Newsletter article — Marketing Analytics: How a drip email campaign transformed National Instruments’ data management — detailed a marketing analytics challenge at National Instruments, a global B2B company with a customer base of 30,000 companies in 91 countries.

The data challenge was developed out of a drip email campaign, which centered around National Instruments’ signature product, after conversion dropped at each stage from the beta test, to the global rollout, and finally, to results calculated by a new analyst.

The drip email campaign tested several of National Instruments’ key markets, and after the beta test was completed, the program was rolled out globally.

The data issues that came up when the team looked into the conversion metrics were:

• The beta test converted at 8%
• The global rollout was at 5%
• The new analyst determined the conversion rate to be at 2%, which she determined after parsing the data set without any documentation as to how the 5% figure was calculated

Read the entire case study to find out how the team reacted to that marketing challenge to improve its entire data management process.

Read more…

Earlier this year, I was asked to moderate a case study panel at DFW Rocks Social Media Day. It was a fast and furious two days with multiple concurrent tracks and a lot of great information for attendees.

Since so much was happening at once, I wasn’t able to take in all the great content. So I reached out to Lissa Duty, Organizer of DFW Rocks Social Media 2014 and Vice President of Community Management at Advice Interactive Group, for her take on the event to give MarketingSherpa readers the opportunity to learn some of the top takeaways.

Insights from the organizer

From the organizer’s perspective, Lissa said that this year’s event placed a higher importance on live content.

She explained, “This year, I really saw the value in having the live blog to share the conference sessions and highlight the speakers, even after the event, plus the live tweets, which did make for the #DFWRocks2014 hashtag streaming on Twitter at one point.”

What’s Lissa’s quick-hit advice on social media marketing?

“You must start with creating a social media plan,” Lissa said.

She then outlined three key points:

Key Point #1. Understand why you’re using social media

It’s not just to “get rich.” Understand why you feel social media is important to you, your customer and your brand.

Key Point #2. Research what your customer wants to know about your brand

Discover how you can share that message uniquely in each social space, and then create a plan to give them that message.

Read more…

Originally published on B2B LeadBlog

Our sister publication, MarketingSherpa, publishes three weekly newsletter case studies, and in the B2B beat in particular, those weekly articles routinely feature a story covering marketers tackling lead generation for the complex sale.

For this B2B Lead Roundtable Blog post, I want to offer four of those case studies published over the last couple of years addressing that very topic.

If you only have a few minutes, this post provides highlights from each case study. But, if you have more time, or if one really strikes you, click on the link for the entire article and supporting creative samples.

Case Study #1 — Local B2B Marketing: 150% boost in lead generation

This case study covers how a commercial cleaning and janitorial services franchise created an Internet-based direct response marketing machine. Before this program was created, the company had a rudimentary Web presence — essentially no Internet marketing and no digital marketing strategy in place.

To create the program, the team began with the website and from there, added paid search and SEO to the digital marketing initiative. Another major piece was ongoing testing and optimization on all the new online marketing channels.

This effort led to lead generation through website form registration, and even phone calls from prospects who initially found the company through the digital marketing.

What were the results?

• 3.37% average conversion to sale across all Internet traffic sources
• 150% increase in lead generation from 2010 to 2011
• 1,500% ROI on SEO in 2011
• 200% ROI on PPC in 2011

Case Study #2 — Lead Generation: Revamped marketing automation and CRM technology drives 75% more leads

Technology is a major factor in effective lead scoring and nurturing once that lead has been generated.

A provider of management services for technology assets serving the mid- to large-enterprise market found that its technology setup had a problem ? the automation solution and CRM system were operating in tech silos and, most importantly, not sharing data.

To meet this challenge, the team audited the current situation, and ended up replacing both existing marketing automation and CRM solutions, and found new technologies that were more integrated.

With the integrated technology in place, a lead scoring process was created, the contact list was built out, leads that Sales couldn’t close were nurtured, and the enterprise even found a higher level of Sales and Marketing alignment. Also, after the first year, lead generation improved 75%.

Case Study #3 — Lead Generation: Targeted event marketing effort leads to 300% ROI, generates 140 qualified leads

Technology and automation are vital and valuable pieces of marketing today, but the personal touch still has its place.

A provider of OEM equipment for printing companies created a campaign that combined event marketing with direct mail, email and teleprospecting both before and after a trade show to create brand awareness and new opportunities.

In this campaign, the company segmented its prospects for targeted marketing, came up with different incentives — such as trips to the company headquarters, or admission to a major league baseball game — for each stage of the campaign, utilized PURLs to track response to the campaign, and used telemarketing to highly qualify prospects.

This particular campaign resulted in a 300% ROI.

Case Study #4 — B2B Lead Generation: 300% ROI from email and teleprospecting combo to house list

This final case study is about how a drug information provider for health IT companies leveraged the knowledge that its conversion rate was much higher with already engaged prospects, so the goal was to increase ROI by focusing on what the team called “known” contacts.

The effort began with segmenting the list to uncover those known contacts. From there, the segmented group received an email with the goal of priming the recipients for follow-up calls instead of seeking a direct response to the email send. The first call was made within several hours of the email send.

Four days after contacting via telephone, a second email was sent. This email?s messaging featured a personal touch and referenced the earlier email and phone call. The second email was also followed up with a call.

The campaign resulted in a 13.4% average conversion rate, with a conversion being a scheduled meeting, and 15.9% of prospects scheduling meetings becoming customers. All of this amounted to a 300% ROI on the campaign.

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Sign up for MarketingSherpa Newsletters to receive these case studies straight to your inbox every week

Lead Generation: How to empower your program like Siemens Healthcare [Video]

B2B Lead Generation: 6 social media tactics from 7 experts [How-to article]

Marketing Research Chart: Most widely used lead gen tactics [MarketingSherpa Research Chart of the Week]

Questions Every Marketer Should Ask of Lead Gen Forms [More from the blogs]

For this MarketingSherpa Blog post, I thought I would examine some email research. This chart from the MarketingSherpa Email Marketing Benchmark Report focuses on the effectiveness of sending emails on different days of the week:

Looking at the results of this survey, you can see a wide range of effectiveness, along with a few clear patterns. Tuesday and Wednesday look pretty good, but Sunday looks to be the least effective.

What’s left off of this highly aggregated data is the fact there is no “best” day – or time of day – to send emails that works across the board for all email marketers.

The reality? Testing your email sends is paramount to effective email marketing. What might work for one industry, or business category, or maybe even your direct competitor might not – no, make that probably won’t – work for you.

Your email list is unique to your business (unless you’ve bought the entire list, and if so, shame on you). Only by testing your sends and tracking open rates, clickthroughs and other engagement metrics will you learn what works best for your list.

Read more…