Chris Koch
JUNE 11, 2010
Most reasonable salespeople will agree that marketers can only do so much in terms of lead generation. Sure, the totals should go up each year, but the proportion of leads supplied by marketing can’t be expected to rise forever—otherwise, why do we need salespeople? Most marketing leads are people who are not ready to buy.
Chris Koch
FEBRUARY 26, 2010
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 need to see that we are ignoring many people who aren’t leads. We call it the epiphany stage. We need to create that content.
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Chris Koch
JULY 10, 2009
We’re starting to see social media have a positive impact on driving traffic to websites and on lead generation. Increased lead generation” was farther down the list—24% are seeing it. Social media and lead generation go together. But there is a natural link between social media and lead generation.
Chris Koch
JULY 31, 2009
He or she emphasizes one revenue generating process that both groups contribute to. Create content that is tied to (and signals) the different stages of the buying process. We need marketing content specifically targeted at that stage, as well as the more traditional stages like awareness and interest. What would you add to this list?
Chris Koch
JULY 24, 2009
using data to determine and predict customer buying patterns. At its foundation, it is a system that sees that the lead process is a loop, not a linear progression—especially considering the length and complexity of the B2B buying process—and is capable of tracking every interaction with a lead over the course of this torturous route.
Chris Koch
JULY 31, 2009
He or she emphasizes one revenue generating process that both groups contribute to. Create content that is tied to (and signals) the different stages of the buying process. We need marketing content specifically targeted at that stage, as well as the more traditional stages like awareness and interest. What would you add to this list?
Chris Koch
JANUARY 29, 2010
Those lower down on the corporate ladder are more willing to “spend” their information because they realize that it has less value than those higher up, whose buying power gives them more information riches combined with less willingness to spend it (kind of like rich people in the real economy). startups.com). Tweet This Post.
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