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

CRM is hard to do well because A) everyone who interacts with the customer must be committed to documenting every touch point; and B) the company must have the analytical chops to know what to do with the data it collects. Social CRM introduces potentially enormous new complexity to the process.

CRM 50

CRM B to B Marketing Management Eye-Tracking 50

Paul Gillin

OCTOBER 11, 2012

The Sales Best Practices group on LinkedIn has a different membership than the Construction Professionals group. It generates longer links, but they’re compatible with Google Analytics. Here are a couple from the Sales Best Practices group: Eat that Frog! Think of the context, too. Facebook is more playful than LinkedIn.

Linkedin 50

Linkedin Webinar Metrics Tips Webcast 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

In the aggregate, the company may be able to justify its practices in the form of higher customer satisfaction and repeat sales, but we doubt the support manager who charters the midnight express is required to justify the added expense in advance. A simple one is an ROI analysis of the impact of hiring a new sales representative.

ROI 50

ROI Paid Content Social Marketing Webcast 50