Chris Koch

OCTOBER 22, 2010

We should care more about lead management automation in B2B marketing. In part it is being driven by social media. That’s why lead management automation is important. What is stopping your company from creating an automated lead management process? No, there’s something bigger going on here.

Lead Management 100

Lead Management Marketing Management Automation Marketing Automation Services 100

Chris Koch

OCTOBER 7, 2011

This week I was asked to speak on a panel about social media to a group of B2B marketers in financial services. But when the panel was over, I realized something scary: Most of the success factors we wound up talking about had nothing to do with social media. Social doesn’t happen in B2B without a culture change.

Social Media 100

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

Chris Koch

OCTOBER 7, 2011

This week I was asked to speak on a panel about social media to a group of B2B marketers in financial services. But when the panel was over, I realized something scary: Most of the success factors we wound up talking about had nothing to do with social media. Social doesn’t happen in B2B without a culture change.

Social Media 100

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

Chris Koch

FEBRUARY 26, 2010

The era of the sales process beginning with a lead is over. The number of B2B buyers who are ready to buy as soon as they engage with our marketing is small—and social media will make it even smaller. This is where social media comes in. The trust leads to a more personal relationship and hopefully, a purchase.

Social Media 100

Social Media Lead Generation B2B Thought Leadership Generation 100

Chris Koch

JANUARY 15, 2010

Pledging to do more with social media isn’t the answer. Getting into social media really means getting into publishing. I think the suspicion that we see of social media, which is justified, is mixed with fear. Getting agreement with sales on a sales-ready lead is critical. Buyers become approachable.

Social Media 100

Social Media Work Management Marketing Management Marketing Automation Services 100

Chris Koch

MAY 21, 2010

Social media is beginning to teach us that long qual forms are going the way of the dodo. Especially as social media takes off, we’re finding that prospects and customers have less and less patience for giving us that information. of the time any link that you put in a tweet is going to lead to accessible content.

Privacy 100

Privacy B2B Marketing Lead Ranking B2B 100

Chris Koch

AUGUST 16, 2011

Yet even in B2B, we have a growing concern over privacy in lead management. It may seem facile, but social media are the answer. Cookies help us learn more about our website visitors, but you won’t learn nearly as much about the spending patterns of B2B executives through web cookies as you do with B2C buyers.

B2B 100

B2B Privacy Click Rate Internet Marketing 100