Chris Koch

FEBRUARY 11, 2011

Most companies do not yet have closed-loop lead management processes supported by systems, for example. We need to connect the analytical dots. We need to use analytics to quantify and manage how fast we move prospects through the buying process and to increase loyalty and trust after they’ve bought from us.

Analytics 100

Analytics Paid Search Agency Marketing Management Loyalty 100

Chris Koch

JULY 24, 2009

I’ve been working on a report for ITSMA clients this week about analytics and it got me thinking about the proverbial bigger picture of B2B marketing. We know from our research that we in marketing don’t do much with analytics—i.e., Even rarer is the ability to carry those analytics all the way through to a sale. Lead scoring.

Lead Qualification 100

Lead Qualification Marketing Automation Services Lead Ranking Lead Scoring 100

Chris Koch

JULY 24, 2009

I’ve been working on a report for ITSMA clients this week about analytics and it got me thinking about the proverbial bigger picture of B2B marketing. We know from our research that we in marketing don’t do much with analytics—i.e., Even rarer is the ability to carry those analytics all the way through to a sale. Lead scoring.

Top of Funnel 100

Top of Funnel Lead Ranking Lead Scoring Marketing Automation Services 100

Chris Koch

JULY 31, 2009

It’s time to measure sales and marketing together in that process. Marketing and sales are both part of the same process: raising revenue. Create a unified lead process. He or she emphasizes one revenue generating process that both groups contribute to. Measure CPOD instead.

B2B Thought Leadership 100

B2B Thought Leadership Paid Search Agency Work Management B2B Sales 100

Chris Koch

JULY 31, 2009

It’s time to measure sales and marketing together in that process. Marketing and sales are both part of the same process: raising revenue. Create a unified lead process. He or she emphasizes one revenue generating process that both groups contribute to. Measure CPOD instead. What would you add to this list?

B2B Thought Leadership 100

B2B Thought Leadership Paid Search Agency Work Management B2B Sales 100

Chris Koch

OCTOBER 22, 2010

And that is a huge change in the buying process. ITSMA’s annual survey of IT buyers found that this year, for the first time, a majority of buyers in the US—and 75% when you include other countries—are using social media in the purchasing process—especially the younger ones. Buyers are removing salespeople from the buying process.

Lead Management 100

Lead Management Marketing Management Automation Marketing Automation Services 100

Chris Koch

OCTOBER 8, 2009

My web analytics tell me that there are at least 100 people who care enough to let me into their e-mail boxes before deleting me. Posted in Marketing Strategy Tagged: B2B marketing, ITSMA, Marketing Processes, Marketing Strategy, social media strategy. Okay, so I’m not an “A-list&# blogger.

Practices 100

Practices Best Practices Paid Search Agency Marketing & Strategy 100