Paul Gillin

JUNE 17, 2010

This chapter focuses on drawing the major distinctions between business-to-business (B2B) and business-to-consumer (B2C) markets and where social marketing has particular value to B2B companies. Those sales are generated by the affinity that the staff has developed with these key corporate customers. Your feedback is welcome.

Enterprise Management 50

Enterprise Management Rules B2B Marketing B to B 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

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

MAY 25, 2010

I have the e-mail from that company on my wall next to a sign that asks ‘Is there any value in blogging?’” After replying with a thank you message, Cahill forwards them on to the sales team. He isn’t an engineer, but with more than 20 years at the company, he understands the lingo and is able to write in the customer’s language.

BtoB 50

BtoB B2B B to B Blogger 50

Paul Gillin

JULY 8, 2010

Don’t use company resources to set-up your own blogging environment, even if you are blogging about matters related to Oracle. This applies to potential acquisitions regardless of their status–in diligence, announced but not closed, integration plans for acquired companies, etc. Don’t Misuse Oracle Resources.

Social Media 50

Social Media Media Copyright B to B 50

Paul Gillin

JANUARY 26, 2016

“With marketing now responsible for helping to nurture and advance the buyer through 70% of the purchase cycle, there are monumental inefficiencies if the sales team is knocking on cold doors rather than closing sales-qualified, warm leads.” – Debra Andrews (l.). “If Workforce brand ambassador programs are] a win/win.

Peer-to-peer 50

Peer-to-peer B2B Marketing Trends Sales Qualified Leads 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. Defining ROI. Revenue generated by rep.

ROI 50

ROI Paid Content Social Marketing Webcast 50