frequency sales 
Chris Koch
MARCH 12, 2010
We know that in B2B, customers and prospects respond best to ideas, news, research, and how-to—not sales pitches. Chunks and snippets of white papers sprinkled through social media like breadcrumbs in the forest let us deliver value and build trust by providing content at a higher level of frequency. We can do it with content.
Chris Koch
AUGUST 21, 2009
Survey internal sales and marketing staff, customers, target markets, and influencers to determine what they are looking for. If those pieces are missing, thought leadership will be left to marketing, where it will either mutate into thinly veiled sales content or die out altogether.
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Chris Koch
AUGUST 21, 2009
Survey internal sales and marketing staff, customers, target markets, and influencers to determine what they are looking for. If those pieces are missing, thought leadership will be left to marketing, where it will either mutate into thinly veiled sales content or die out altogether.
Chris Koch
JANUARY 8, 2010
A calendar helps marketing plan out the frequency and focus of its output. Marketing and sales need to agree on the alignment of content to the different buying stages so that sales will get the right signals about when and how to approach customers for a sale.
Chris Koch
FEBRUARY 5, 2010
Survey internal sales and marketing staff, customers, target markets, and influencers to determine what they are looking for. A calendar helps marketing plan the frequency and focus of its output. As the lead is passed over to sales for follow-through, the idea content is tagged as part of the sale. Create a calendar.
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