The site features news and information about Intelligent Workload Management as well as blogs that are written by Novell executives. The skill sets for b-to-b sales and marketing executives are changing at a rapid clip, as inbound marketing has started to gain on outbound marketing, or traditional methods of generating lead-gen revenue such as cold calling and face-to-face meetings. One of the key changes is what is being referred to in business precincts as the “marketer-as-publisher model.&# According to a recent report by ContentWise, companies spent a $47.2 Subscribe to RSS. MORE >>

Guest Blog | Ben Bradley. Back in April, Sir Martin Sorrell , head of WPP , the world’s largest marketing and communications group, voiced doubts about corporations using social networks: “…social media sites are less commercial phenomena,” he said, “they are more personal phenomena, more similar to writing letters to our mothers than watching television.  Invading these media with commercial messages might not be the right thing.”. However, a ZDNet article, also quoting Sorrell, said that corporate social media use is not social at all because it is all about sales. MORE >>

Guest Blog | Vincent M. Cramer. When I graduated from college, the number one movie was The Graduate , starring Dustin Hoffman as Ben Braddock. After graduating from college and returning home, Ben is forlorn about his future prospects. At a graduation party a few days later he gets some unsolicited advice from Mr. McGuire, “ One word: Plastics. He should have said: “Semiconductors.”. was fortunate to spend my sales career in semiconductors, the most dynamic and innovative industry of the last half-century. The industry had an innovative solution. It is the canary in the coalmine.  MORE >>

For Gen Y audiences, during the research phase, it’s important to use digital tactics (Webinars, Twitter and blog posts) to attract prospects (who can then make suggestions to their managers on what to buy) while  Gen X audiences, or baby-boomer managers, require a combination of both digital and traditional methods of selling (RFPs, phone calls, in-person visits) to advance the conversation. One day soon a client might ask, 'How did you live???!!!' The results indicated a  &# propensity for social and interactive communications,&# the agency reported. Subscribe to RSS. MORE >>

For Gen Y audiences, during the research phase, it’s important to use digital tactics (Webinars, Twitter and blog posts) to attract prospects (who can then make suggestions to their managers on what to buy) while  Gen X audiences, or baby-boomer managers, require a combination of both digital and traditional methods of selling (RFPs, phone calls, in-person visits) to advance the conversation. One day soon a client might ask, 'How did you live???!!!' The results indicated a  &# propensity for social and interactive communications,&# the agency reported. Subscribe to RSS. MORE >>