Chris Koch

Remove B2B Remove Lead Management Remove Leads Remove Marketing
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Why Lead Management Automation Really Matters

Chris Koch

We should care more about lead management automation in B2B marketing. This is where we as marketers need to provide more content—but not sales content. That’s why lead management automation is important. What is stopping your company from creating an automated lead management process?

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Is lead generation killing marketing?

Chris Koch

This was the gist of a very controversial assertion made by a senior marketer from a very well known B2B technology company during dinner at our ITSMA Marketing Leadership Forum (download highlights from the ITSMA Marketing Leadership Forum) when he said: “An overemphasis on leads is damaging our relationship with sales.”.

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How social media will change lead generation in B2B

Chris Koch

The era of the sales process beginning with a lead is over. 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 are trying to generate demand during this stage, not create leads, because these people aren’t ready to become leads.

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How Facebook’s privacy disasters will change B2B marketing

Chris Koch

The question that we’re asking Facebook is the question that we should be asking ourselves in our marketing: Do we really need all this information? of the time any link that you put in a tweet is going to lead to accessible content. The expectation on Twitter is that 99.9% So take my comments with a grain of salt.

Privacy 100
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The crisis of buyer information in B2B and how to fix it

Chris Koch

0000000000000000001% response rate it takes to do direct commercial marketing via the telephone these days. It got me thinking, what if a similar easy button comes along for online marketing? Obviously, this is less of an issue in B2B than B2C. Privacy is a concern in B2B, too. Pushing the easy button. What do you think?

B2B 100
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The crisis of buyer information in B2B and how to fix it

Chris Koch

0000000000000000001% response rate it takes to do direct commercial marketing via the telephone these days. It got me thinking, what if a similar easy button comes along for online marketing? Obviously, this is less of an issue in B2B than B2C. Privacy is a concern in B2B, too. Pushing the easy button. What do you think?

B2B 100
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Four reasons to stop measuring marketing

Chris Koch

It’s time to declare marketing metrics a failure once and for all. It’s difficult to parse out the contribution that marketing makes to a sale and it’s even more difficult to get salespeople to spend the time figuring out/checking the box/giving credit in the quest to determine whether marketing played a role in making the sale.