#002 - Mark Browning

In the long-awaited second episode of our new podcast, David Crawford is joined by Mark Browning, CEO of TRIPmedia Group and one of the true pioneers in transitioning b-to-b media from traditional print publishing to the digital world. Mark and David discuss his pioneering work using database-driven marketing for ad sales and his experience launching the first b-to-b site for professional travel. Along the way they talk about the importance of giving web users what they want, the vital importance of using and understanding third-party web audience metrics and the return of relationship selling.