Paul Gillin

MARCH 22, 2022

By harnessing the power of data, AI can help companies better understand their customers and offer them tailored experiences that meet their needs. As AI gets better at understanding human behavior, we can expect even more personalized products and services.

Marketing AI 50

Marketing AI Automation Customer Satisfaction User-Generated Content 50

Paul Gillin

DECEMBER 12, 2013

report reveals a startling disconnect between B2B companies and their customers that should give every marketer pause to reflect on his or her priorities. The research shows that the themes that B2B companies emphasize in their marketing messages are wildly inconsistent with the factors that B2B buyers care about most.

BtoB 50

BtoB Social Networks B2B Sales Network Marketing 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

FEBRUARY 14, 2012

About 15 years ago the CEO of the company where I worked decided that it was important that employees should learn to use the technology they were writing about. The lab was christened with fanfare and highlighted in the company newsletter. Why did the directive from the CEO of the company go unheeded?

Enterprise Management 50

Enterprise Management Social Networks Webcast Paid Search Agency 50

Paul Gillin

AUGUST 20, 2013

Outside of prospecting with LinkedIn, few sales pros are willing to make the investment of time to learn and use tools that promise a payoff months or years down the road. Information is competitive advantage in sales. Sales pros are driven by quotas, which are measured in monthly increments. They’re short-term thinkers.

Social Media 50

Social Media Training Media Opinions 50

Paul Gillin

SEPTEMBER 8, 2010

The assumption in The Hyper Social Organization is that human beings are basically social animals and that our behavior is fundamentally tribal. Most make little margin on new vehicle sales anymore and must take most of their profit from service. Similarly, sales must evolve into more of a consultation and systems integration role.

Rules 50

Rules Organization Work Management Peer-to-peer 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