Chris Koch

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9 attributes of the best thought leadership content

Chris Koch

Differentiated. It’s best to address a problem before customers realize that it’s a problem. Provocative. The best thought leadership pieces are bold and attack conventional wisdom. No “me too” ideas allowed. The ideas should be new (to the target audience, anyway) or offer a unique angle on a familiar subject.

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9 attributes of the best thought leadership content

Chris Koch

Differentiated. It’s best to address a problem before customers realize that it’s a problem. Provocative. The best thought leadership pieces are bold and attack conventional wisdom. No “me too” ideas allowed. The ideas should be new (to the target audience, anyway) or offer a unique angle on a familiar subject.

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The information gap between marketing and sales—and how to fill it

Chris Koch

They have genetic tendencies towards extroversion, confidence, hope (some would say denial), relationship building, and the real differentiator: emotional perception—usually expressed as the ability to “read people” (and one’s self). Great salespeople truly are born, not made.

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The information gap between marketing and sales—and how to fill it

Chris Koch

They have genetic tendencies towards extroversion, confidence, hope (some would say denial), relationship building, and the real differentiator: emotional perception—usually expressed as the ability to “read people” (and one’s self). Great salespeople truly are born, not made.

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We need an app for that

Chris Koch

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. So you have to start with the bigger process picture. The marketing funnel helps focus attention on a number of important issues: Qualify leads.

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We need an app for that

Chris Koch

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. So you have to start with the bigger process picture. The marketing funnel helps focus attention on a number of important issues: Qualify leads.

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Should we stop marketing to the CIO?

Chris Koch

Perhaps, but in most cases, CIOs were crucial to making sure that the deals didn’t completely fall apart.