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. And that is a huge change in the buying process. It just won’t scale.
Chris Koch
JULY 24, 2009
This is why we have to automate our way out of this problem. So you have to start with the bigger process picture. 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. Universal lead definition.
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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. It’s time to measure sales and marketing together in that process. Marketing and sales are both part of the same process: raising revenue.
Chris Koch
JULY 24, 2009
This is why we have to automate our way out of this problem. So you have to start with the bigger process picture. 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. Universal lead definition.
Chris Koch
OCTOBER 6, 2009
One of the great trends were seeing at ITSMA is increased automation of the lead process. But this trend has an unintended side effect: it exposes our content development processes (or lack thereof). How to adapt the publishing process to marketing. That’s how we should think about our marketing content process.
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. It’s time to measure sales and marketing together in that process. Marketing and sales are both part of the same process: raising revenue.
Chris Koch
OCTOBER 6, 2009
One of the great trends were seeing at ITSMA is increased automation of the lead process. But this trend has an unintended side effect: it exposes our content development processes (or lack thereof). How to adapt the publishing process to marketing. That’s how we should think about our marketing content process.
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