Chris Koch

FEBRUARY 26, 2010

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. This is the stage that occurs long before any discussion of products, services, or RFPs—indeed, it occurs before customers have even begun to think about a purchase. Tweet This Post.

Social Media 100

Social Media Lead Generation B2B Thought Leadership Generation 100

Chris Koch

OCTOBER 7, 2011

A lot of B2C social media marketing can come out of the marketing group because consumers are looking for deals, product information, and peer reviews. We need a lead management process to act as a place to bring people from social media. Only 65% have defined the lead flow process. Marketers can handle all that stuff.

Social Media 100

Social Media B2B Thought Leadership Media Peer-to-peer 100

Chris Koch

OCTOBER 7, 2011

A lot of B2C social media marketing can come out of the marketing group because consumers are looking for deals, product information, and peer reviews. We need a lead management process to act as a place to bring people from social media. Only 65% have defined the lead flow process. Marketers can handle all that stuff.

Social Media 100

Social Media B2B Thought Leadership Media Peer-to-peer 100

Chris Koch

MARCH 18, 2011

At the other end of the spectrum are the brochures that masquerade as idea marketing by making the offering descriptions longer and the production values higher. Use ideas to attract and nurture leads. A lead management process gives you the ability to get the right content to the right people at the time they need it.

Work Management 100

Work Management Thought Leadership Marketing Management Paper 100

Chris Koch

JULY 24, 2009

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. But we need to start doing that.

Top of Funnel 100

Top of Funnel Lead Ranking Lead Scoring Marketing Automation Services 100

Chris Koch

JULY 24, 2009

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. But we need to start doing that.

Lead Qualification 100

Lead Qualification Marketing Automation Services Lead Ranking Lead Scoring 100

Chris Koch

JANUARY 15, 2010

But a quick read of our magazine showed that we didn’t write about products. We wrote about the typical concerns of a C-level executive, such as strategy, leadership, organizational design, and change management. The impact of our content will be visible if that content is linked to an automated, closed-loop lead process.

Social Media 100

Social Media Work Management Marketing Management Marketing Automation Services 100