sales Lead Generation Related Topics 
Chris Koch
JUNE 11, 2010
This was the gist of a very controversial assertion made by a senior marketer from a very well known B2B technology company during dinner at our ITSMA Marketing Leadership Forum (download highlights from the ITSMA Marketing Leadership Forum) when he said: “An overemphasis on leads is damaging our relationship with sales.”.
Chris Koch
FEBRUARY 26, 2010
The era of the sales process beginning with a lead is over. We have to come to terms with the fact that there is a stage of the buying process that comes before the buyers we are pursuing are ready to become leads. These people are not leads—they are not ready to be contacted by anyone. Tweet This Post.
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Chris Koch
MAY 1, 2009
Right now, it seems that the gap between sales and marketing is mostly papered over with technology. For example, the trend towards creating a closed-loop lead generation and nurturing process between marketing and sales is a positive step, but it seems like a bridge across the chasm rather than a true route to collaboration.
Chris Koch
JULY 31, 2009
It’s difficult to parse out the contribution that marketing makes to a sale and it’s even more difficult to get salespeople to spend the time figuring out/checking the box/giving credit in the quest to determine whether marketing played a role in making the sale. So why do we continue to measure marketing separately from sales?
Chris Koch
JULY 24, 2009
Even rarer is the ability to carry those analytics all the way through to a sale. That lets them be more productive in marketing, by focusing effort and budget on the good stuff, and it lets them reduce the time to a sale by giving salespeople better tools to work with. Universal lead definition. Universal lead definition.
Chris Koch
JULY 31, 2009
It’s difficult to parse out the contribution that marketing makes to a sale and it’s even more difficult to get salespeople to spend the time figuring out/checking the box/giving credit in the quest to determine whether marketing played a role in making the sale. So why do we continue to measure marketing separately from sales?
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.
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