Remove work

Chris Koch

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Want to get along better with sales? Find a way to work together.

Chris Koch

Many organizations we talk to are baffled about how to bridge the gap. That can help, but salespeople and marketers need more concrete reasons to work together. It’s much easier to see the value of someone else’s work when you’ve tried to do the same thing yourself. Sharing what works. Marketing can help.

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Why Can’t Companies Be More Like the Iroquois?

Chris Koch

If ever there was a cooperative organization that had less reason to endure until today, it is the Iroquois League. I’m guessing you’ve experienced the same thing at some point if you’ve ever worked in a big company (or maybe a small one, too). More organizations are moving away from traditional top-down, bottom-up planning.

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Why salespeople should sell ideas: an FAQ

Chris Koch

I ask them about their pain points and work with them to resolve them. They want to start the conversation with their pain points and work forward from there—without talking about what you have to offer them. Maybe not, but someone inside your organization does. Sales and marketing need to work together to figure that out.

FAQ 100
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How do you know when you’ve reached the next level in social media?

Chris Koch

We could all use some way to gauge our progress, especially in large, dispersed companies and marketing organizations. The company I worked with this week no longer has that problem. Most B2B companies I work with are much farther ahead with internal social media efforts than with external. Internal social media is thriving.

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Marketing’s golden opportunity in innovation

Chris Koch

ITSMA’s social media research (free excerpt available) shows that marketing is responsible for monitoring social media and for training, governing, and supporting the organization in using social media. They were the only C-level executives involved in all the efforts to rethink the ways that companies did work across the entire organization.

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It’s official: Marketing owns social media management. Now what?

Chris Koch

That means that if we are to keep up with our competitors, we’re going to have to take the lead on developing a strategy not only for marketing with social media, but for getting the rest of the organization involved as well. This has big implications for how we organize marketing. Will social become a silo within marketing?

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How to get employees involved in social media: focus on ideas

Chris Koch

on the Savvy B2B Marketing Blog entitled How to Gain Real Traction with Thought Leadership, I talk about how marketers need to create an idea network within their organizations to spur their subject matter experts to start thinking. Here are some examples of how this can work: Internal. Knowledge share sessions. Awards programs.