Paul Gillin

MARCH 22, 2022

As AI gets better at understanding human behavior, we can expect even more personalized products and services. By using data from past customer behavior, you can develop models that better predict which segments your customers belong to. A recent study has shown that AI can be used to personalize experiences for users.

Marketing AI 50

Marketing AI Automation Customer Satisfaction User-Generated Content 50

Paul Gillin

DECEMBER 12, 2013

Rewarding Bad Behavior ( Godfrey Blog). Marketing and sales organizations at most B2B companies have a relationship that can be politely described as strained. Sales complains that marketing gives them lousy leads while marketers charge that sales wouldn’t know a good lead is it bit them on the nose.

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

Peer-to-peer 50

Peer-to-peer B2B Marketing Trends Sales Qualified Leads 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

FEBRUARY 14, 2012

For example, a sales rep trying to close a deal with a German company can discover an accounting employee who speaks fluent German and leverage that person’s skill to help get the business. Incentives to share resources are few; in fact, such behavior is more likely to be penalized than celebrated.

Enterprise Management 50

Enterprise Management Social Networks Webcast Paid Search Agency 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

Strategy changes, turnover, layoffs and the like make the first step difficult enough, and we all know how analytically challenged sales managers can be. Google CEO Eric Schmidt has said that this “creepiness factor&# is an important reason why Google doesn’t do more with the behavioral data it collects.

CRM 50

CRM B to B Marketing Management Eye-Tracking 50