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What Do Advertisers Want? Savvy Reps, for Starters.

Publication: Min's B to B
Publication Date: 24-AUG-09 		Format: Online
Delivery: Immediate Online Access

Article Excerpt
By Iris Dorbian

The fabled father of psychoanalysis, Freud, once asked, "What does a woman what?" In a similarly inquisitive vein, what do advertisers want, ad program-wise, from b2b publishers? Better pricing plans? Brilliantly conceived and assembled multi-platform initiatives? How about a salesperson who knows what he/she is doing and knows the advertiser's market?

Certainly all three factors figure prominently in marketers' must-have checklists when dealing with b2b publishers. But some elements are practically underlined in red neon for special emphasis.

"I've been buying media for my industrial clients for almost 20...

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