Chris Koch

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Why Lead Management Automation Really Matters

Chris Koch

We should care more about lead management automation in B2B marketing. Yet buyers are hungrier than ever for this kind of information and insight. They want to become as informed as possible about current trends and their buying options before they ever speak to a salesperson. No, there’s something bigger going on here.

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

Chris Koch

Yet even in B2B, we have a growing concern over privacy in lead management. Generally I think we can say that the trend and sentiment among B2B buyers is to hand over less information over time rather than more. So how to stave off this impending crisis of buyer information? Buyers click more on pages with people.

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

Chris Koch

Yet even in B2B, we have a growing concern over privacy in lead management. Generally I think we can say that the trend and sentiment among B2B buyers is to hand over less information over time rather than more. So how to stave off this impending crisis of buyer information? Buyers click more on pages with people.

B2B 100
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7 reasons why social media success has nothing to do with social media

Chris Koch

ITSMA research shows that 66% of buyers seek information themselves rather than waiting to hear from providers. They seek that information through search: 79% of c-level executives do at least three searches per day. We need a lead management process to act as a place to bring people from social media.

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7 reasons why social media success has nothing to do with social media

Chris Koch

ITSMA research shows that 66% of buyers seek information themselves rather than waiting to hear from providers. They seek that information through search: 79% of c-level executives do at least three searches per day. We need a lead management process to act as a place to bring people from social media.

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How Facebook’s privacy disasters will change B2B marketing

Chris Koch

If you go to Facebook and look at your profile, your immediate reaction is going to be that it’s asking for too much information. 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? The expectation on Twitter is that 99.9%

Privacy 100
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How much do you “charge” for your content?

Chris Koch

For example, there is no way that the typical Webinar is worth as much as an in-depth research report, yet we make buyers give us the same amount of information for both—we charge them the same price. For example, research shows that Europeans value their privacy more than Americans—meaning that their information may cost you more.