Chris Koch

JULY 24, 2009

He differentiates between a marketing funnel and a sales funnel because so many leads are lost in the handover between marketing and sales—94%, according to this report. The marketing funnel helps focus attention on a number of important issues: Qualify leads. Universal lead definition. Lead scoring.

Lead Qualification 100

Lead Qualification Marketing Automation Services Lead Scoring Lead Ranking 100

Chris Koch

JANUARY 29, 2010

They decide how to reveal about their intentions based on the value of the content to them. They don’t always know what those factors are, but they value access enough to lie. Even the most basic lead scoring mechanism raises the price of content as buyers consume more of it—i.e., Account history. Culture and location.

Lead Ranking 100

Lead Ranking Lead Scoring B2B Thought Leadership Mobile Advertising 100

Chris Koch

JANUARY 29, 2010

They decide how to reveal about their intentions based on the value of the content to them. They don’t always know what those factors are, but they value access enough to lie. Even the most basic lead scoring mechanism raises the price of content as buyers consume more of it—i.e., Account history. Culture and location.

Lead Ranking 100

Lead Ranking Lead Scoring B2B Thought Leadership Mobile Advertising 100

Chris Koch

JULY 24, 2009

He differentiates between a marketing funnel and a sales funnel because so many leads are lost in the handover between marketing and sales—94%, according to this report. The marketing funnel helps focus attention on a number of important issues: Qualify leads. Universal lead definition. Lead scoring.

Top of Funnel 100

Top of Funnel Lead Scoring Lead Ranking Marketing Automation Services 100

Chris Koch

JANUARY 15, 2010

Marketers today are in the same position I was with that sales guy in 1995: Wondering how to explain the value and difficulty of creating clear, compelling content about a complex subject. And just as important, they are going to have to sell the value of that engine to their businesses to prevent further cuts to the budget.

Social Media 100

Social Media Work Management Marketing Management Marketing Automation Services 100

Chris Koch

FEBRUARY 5, 2010

Having been a journalist for years, I know that these acronyms lead even the most feeble-minded of us journos to the next obvious question: What do you mean when you say (insert acronym here)? I think that this definition will lead to the perpetuation of the brochure-on-steroids interpretation of thought leadership.

Thought Leadership 100

Thought Leadership B2B Thought Leadership Gartner Planning 100