Paul Gillin

APRIL 27, 2012

In a presentation to the SugarCRM SugarCon conference in San Francisco earlier this week, Gary Burnette, vice president of sales transformation at IBM, told how the implementation team at IBM succeeded in making social selling a coveted goal rather than another set of rules and reports. “We Nearly 800 sales reps gave feedback at every step.

Process 50

Process Word of Mouth Forecasting Lock-In 50

Paul Gillin

OCTOBER 7, 2010

If you’re a marketer in a medium-to large-sized B2B company, you’re almost certainly using customer relationship management (CRM) software to track your customers and prospects. Strategy changes, turnover, layoffs and the like make the first step difficult enough, and we all know how analytically challenged sales managers can be.

CRM 50

CRM B to B Marketing Management Eye-Tracking 50

Paul Gillin

JANUARY 16, 2012

There are many ways to apply these benefits, ranking from improved product design to global sales contests. It’s like Moneyball: analytics + baseball = new game.” We need deep analytics around everything in the organization. Leverage skills and distribute workload. Improve forecasting effectiveness.

Enterprise Management 50

Enterprise Management Work Management Social Networks Ideal Customer Profiles 50

Paul Gillin

JUNE 24, 2010

They do assume that a company has a rich set of historical data to work with, which is often not the case. We’ve told you about a few companies that have achieved a notable return on investment (ROI) from their social marketing initiatives. any company, regardless of the financial impact. Revenue generated by rep. 2,000,000.

ROI 50

ROI Paid Content Social Marketing Webcast 50