In this Marketing Over Coffee:
An Interview with Steven Woods, Eloqua Founder, CTO and Author of Digital Body Language
Show length 31:43
Marketing Over Coffee is brought to you by our sponsor Blue Sky Factory
01:48 New Marketing by nature disintermediates the sales force
04:10 Switching from outbound campaigns to Awarness, Discovery, Validation and Post-Sale
07:00 When content is relevant by the buyer’s stage
09:50 Marketing is the only department with the depth and breadth of tools and knowledge to track leads and prospects – The 3 levels of monitoring. Dashboards!
14:29 Why you shouldn’t allow Cherry Picking
17:15 Reverse engineering the sales cycle to build your lead scoring criteria is a mistake – fit vs. engagement
20:13 The Lead Source Paradox
22:20 Why the sales and marketing functions should not be separated – who is the Chief Revenue Officer?
25:00 On social media as part of the validation process
26:36 Why qualified leads are more important for Marketing measurement than closed deals.
29:30 Setting up a Marketing Automation System is changing your process, not just picking a technology and checking it off the list
Check us out on LinkedIn: John and Chris
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