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. Tags: B-to-B Social Media influence socialnetworks CRM socialcrm socialmap. But it’s not 2.0

CRM 50

CRM B to B Marketing Management Eye-Tracking 50

Paul Gillin

JUNE 17, 2010

Their celebrity is paid off handsomely for Dell: Hanson won’t provide specifics, but Dell has estimated that the Tech Center is indirectly responsible for many millions of dollars in sales each year. Those sales are generated by the affinity that the staff has developed with these key corporate customers.

Enterprise Management 50

Enterprise Management B2B Marketing Rules B to B 50

Paul Gillin

JULY 8, 2010

This includes nonpublic financial information such as future revenue, earnings, and other financial forecasts, and anything related to Oracle strategy, sales, products, policy, management, operating units, and potential acquisitions, that have not been made public.

Social Media 50

Social Media Media Copyright B to B 50

Paul Gillin

MAY 25, 2010

After replying with a thank you message, Cahill forwards them on to the sales team. His advice to prospective b-to-b bloggers: “Be prepared to stick with it for a while; it takes a couple of years to build up your presence. While most are routine, a few gems inquire about business opportunities. Search Engine Magic.

BtoB 50

BtoB B2B B to B Blogger 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

Peer-to-peer 50

Peer-to-peer B2B Marketing Trends Sales Qualified Leads 50

Paul Gillin

OCTOBER 11, 2012

The Sales Best Practices group on LinkedIn has a different membership than the Construction Professionals group. Here are a couple from the Sales Best Practices group: Eat that Frog! The member goes on to ask why sales people continue to use spamming tactics that don’t work and give the whole profession a bad name.

Linkedin 50

Linkedin Webinar Metrics Tips Webcast 50