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John M. Coe
John has been in the B2B sales and marketing world his entire life, and with his long time business associate and friend Jim Wheaton, has founded B2BMarketing.com. A firm focused on B2B Data-Driven Marketing that delivers on the elusive and dichotomous promise of - Sell More BY Spending Less. His sales career started at BF Goodrich Chemical as a Product Manager, and then John joined Quaker Oats Chemical Division rising to National Sales Manager in only five years. He subsequently joined Bingham & Co. as Vice President of Sales and Marketing. In 1980, John discovered direct marketing, as a lead generation tool, which then launched his marketing life when he started Integrated Target Marketing, a Chicago based B2B direct marketing agency. In ten years the agency grew to be one of the top 50 direct marketing agencies in the US, and in 1992, the agency merged with a general agency. A year later IBM recruited John to join as National Campaign Manager. At IBM John had oversight responsibility for all North American demand generation DM campaigns, agency relationships, production and fulfillment. In 1997 he joined Rapp Collins Worldwide as Sr. Vice President, Director of Business Marketing where he was responsible for overseeing the B2B clients in North America. In the late 1990's, with the backing of Rapp Collins, John entered the consulting world, and to provide B2B consulting and training services in the area of B2B database/direct marketing to wide array of clients under the banner of The Sales & Marketing Institute. In 2006 John was recruited to be President of Protocol B2B, a large sales lead generation agency. He finished that assignment in late 2007 and is back consulting and training under the SMI banner. John is very well known in the B2B database and direct marketing world and has given over 425 seminars and presentations at industry conferences both in the US and internationally, (he now gives seminars in Shanghai twice a year on Improving Sales Productivity), has been one of the primary B2B seminar providers for the Direct Marketing Association, plus writes numerous articles and white papers. His book form McGraw-Hill titled The Fundamentals of Business-to-Business Sales & Marketing is now in bookstores worldwide and is in its second printing. John has a BS degree in Chemistry from Miami University in Ohio, and a MBA in Marketing from Case Western Reserve University. He has been awarded numerous honors including Who's Who in B-to-B Marketing in 2007. In his spare time his passion is golf where his handicap is increasing with age. He's a much easier mark now!
- Bernice Grossman
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