Chris Koch

FEBRUARY 26, 2010

The number of B2B buyers who are ready to buy as soon as they engage with our marketing is small—and social media will make it even smaller. We have to come to terms with the fact that there is a stage of the buying process that comes before the buyers we are pursuing are ready to become leads. What do you think?

Social Media 100

Social Media Lead Generation B2B Thought Leadership Generation 100

Chris Koch

FEBRUARY 24, 2010

I’ve been working with my colleagues at ITSMA on another survey on social media for B2B marketers that I hope you’ll take by going here. B2B marketing lays the path to a sales discussion and supports relationships with existing customers. The trust leads to a more personal relationship and hopefully, a purchase.

Social Media 100

Social Media Marketing Strategy Marketing & Strategy B2B Thought Leadership 100

Chris Koch

OCTOBER 22, 2010

We should care more about lead management automation in B2B marketing. And that is a huge change in the buying process. In our research we’ve also seen consistently over the past few years that two-thirds of buyers prefer to research their buying options themselves rather than waiting for vendors to contact them.

Lead Management 100

Lead Management Marketing Management Automation Marketing Automation Services 100

Chris Koch

APRIL 17, 2009

We’re always hearing that marketing and sales should be better aligned (whatever that means), but I see little practical advice about how to do that beyond the usual change management stuff. Marketers could help with that problem. Research is one of marketing’s greatest strength.

Planning 100

Planning Process Work Management Verticals 100

Chris Koch

OCTOBER 30, 2009

We just wrapped up our ITSMA Annual Marketing Conference this week and the strongest current driving the river of conversation was social media. Most of ITSMA’s clients are B2B marketers from big technology companies that sell big, complex products, services, and solutions. This has big implications for marketers.

Social Media 100

Social Media Peer-to-peer Enterprise Management Media 100