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Ross admits he’s a proponent of direct mail marketing but tells us: “If what shows up in your mailbox is relevant and respectful, then you’re likely to engage with it. “When we got to a certain level of scale,” he said, “we looked at conversion level by age. Guess what we found? They’re humans.”
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This system helps prioritize sales efforts, target key accounts and improve conversionrates. Examples include awarding points for email opens or white paper downloads and deducting points for factors like a personal email address or being outside the target market. Even slang or appropriate humor can be effective.
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