Chris Koch
OCTOBER 22, 2010
We should care more about lead management automation in B2B marketing. It isn’t because the software for automating this stuff has improved, or because it’s available through the cloud so you don’t have to deal with those people over in IT. That’s why lead management automation is important. What do you think?
Chris Koch
JULY 24, 2009
This is why we have to automate our way out of this problem. He differentiates between a marketing funnel and a sales funnel because so many leads are lost in the handover between marketing and sales—94%, according to this report. The marketing funnel helps focus attention on a number of important issues: Qualify leads.
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Chris Koch
JULY 31, 2009
I’ve had some good conversations this week with ITSMA’s Julie Schwartz and with lead management guru Brian Carroll and we all agree that in the broadest sense, measuring marketing misses the point. Create a unified lead process. So we should just stop. Measure CPOD instead. Get adult supervision.
Chris Koch
JULY 24, 2009
This is why we have to automate our way out of this problem. He differentiates between a marketing funnel and a sales funnel because so many leads are lost in the handover between marketing and sales—94%, according to this report. The marketing funnel helps focus attention on a number of important issues: Qualify leads.
Chris Koch
JANUARY 15, 2010
Automation creates metrics. If we automate the processes that matter, the metrics we need will be staring us in the face. The impact of our content will be visible if that content is linked to an automated, closed-loop lead process. Getting agreement with sales on a sales-ready lead is critical. Tweet This Post.
Chris Koch
OCTOBER 6, 2009
One of the great trends were seeing at ITSMA is increased automation of the lead process. If we now have a system measuring how long it takes marketing to nurture a lead until it is sales ready, we will now also have a measure of whether the nurturing period increases or decreases over time. What have I left out?
Chris Koch
JULY 31, 2009
I’ve had some good conversations this week with ITSMA’s Julie Schwartz and with lead management guru Brian Carroll and we all agree that in the broadest sense, measuring marketing misses the point. Create a unified lead process. So we should just stop. Measure CPOD instead. Get adult supervision. What would you add to this list?
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