Chris Koch

MAY 21, 2010

Have you ever noticed that your Facebook profile page looks like one of those horrible qualification forms that we make our customers fill out? If you go to Facebook and look at your profile, your immediate reaction is going to be that it’s asking for too much information. Customers are less willing to give up information.

Privacy 100

Privacy B2B Marketing Lead Ranking B2B 100

Chris Koch

JULY 10, 2009

As social media becomes more prevalent in marketing, we’re going to have to rethink how we gather information from prospects. Given the potential for lead generation through social media, the question then becomes how much information should we try to get from people coming to us through social media? In our recent Web 2.0

Web 2.0 100

Web 2.0 B2B Thought Leadership Ideal Customer Profiles Thought Leadership 100

Chris Koch

NOVEMBER 7, 2012

But the Forbes platform is an important step in helping companies understand that there is a time for selling but there is also a time (generally much earlier in the sales process) when customers and prospects are simply looking to be informed, educated and entertained. Cool profile questions Forbes BrandVoice asks authors (and my answers).

Disintermediation 100

Disintermediation B2B Marketing Marketing Management Paid Search Agency 100

Chris Koch

APRIL 9, 2010

But you can’t establish that authority by putting a link to their LinkedIn profile on the blog. If your SME is a person who loves to collect information, then becoming an aggregator is a route to trust. The way that we establish trust and relationships with buyers is through authority. Aggregator.

SME 100

SME Aggregators Blogger Social Media 100

Chris Koch

SEPTEMBER 9, 2011

What’s unspoken here is that you need to develop thought leadership that is appropriate to each stage of the buying process so that buyers (and salespeople) can get the right information at the right time.

Thought Leadership 100

Thought Leadership Peer-to-peer Loyalty Case Study 100

Chris Koch

SEPTEMBER 9, 2011

What’s unspoken here is that you need to develop thought leadership that is appropriate to each stage of the buying process so that buyers (and salespeople) can get the right information at the right time.

Thought Leadership 100

Thought Leadership Peer-to-peer Loyalty Case Study 100

Chris Koch

JANUARY 22, 2010

The only effective argument I’ve heard recently is that we embed calls to action in social media that drive readers to a landing page where we capture their information and start nurturing them as leads. We just have a hard time proving it. And it leads back to the problem we have with PR.

Social Media 100

Social Media ROI Lead Ranking RSS 100