work Business to Business Related Topics 
Chris Koch
MAY 15, 2012
I ask them about their pain points and work with them to resolve them. They want to start the conversation with their pain points and work forward from there—without talking about what you have to offer them. Sales and marketing need to work together to figure that out. C’mon, nobody goes in pitching anymore.
Chris Koch
DECEMBER 2, 2011
HP questioned Facebookers about their work styles and matched them to an “IT personality.” You’re just warming up to social media campaigns because you work for ITSMA and these are the companies who won your contest. Or will the campaigns just distract us from the need to do the hard work of a consistent relationship building strategy?
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Chris Koch
DECEMBER 2, 2011
HP questioned Facebookers about their work styles and matched them to an “IT personality.” You’re just warming up to social media campaigns because you work for ITSMA and these are the companies who won your contest. Or will the campaigns just distract us from the need to do the hard work of a consistent relationship building strategy?
Chris Koch
JULY 22, 2011
I broke my hip about four weeks ago (my bike slid from underneath me on a rainy morning on my way to work). Oh wait, right… Whatever you do, don’t let the customer meet the people who will actually be doing the work. waiting to be worked on, you meet the doctor who will be doing the work. He’s a colleague.
Chris Koch
APRIL 8, 2011
The company I worked with this week no longer has that problem. Most B2B companies I work with are much farther ahead with internal social media efforts than with external. I speak to many regulated B2B companies who (still) don’t believe their employees can engage in uncontrolled conversations with customers and prospects.
Chris Koch
OCTOBER 7, 2011
They’ve started blogs where SMEs posted three or four times and then got busy with other things or got bored and the blog went dark. Someone somewhere latched onto that and declared that blogs don’t work. Then that gets translated into “social media don’t work for us.”
Chris Koch
OCTOBER 7, 2011
They’ve started blogs where SMEs posted three or four times and then got busy with other things or got bored and the blog went dark. Someone somewhere latched onto that and declared that blogs don’t work. Then that gets translated into “social media don’t work for us.”
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