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

NOVEMBER 20, 2013

Social Rebate cites some well-known statistics to support its concept, such as the fact that recommendations from friends and peers are the most credible form of buying advice and that people are much more likely to buy a product or service if someone they know recommends it. I imagine most people feel the same way. Not really.

Paid Search Agency 50

Paid Search Agency Brand Identity Branding Peer-to-peer 50

Paul Gillin

JUNE 18, 2013

Don’t lead with a sales pitch. Be helpful and sales will come. Look at social networks as a way to connect with your constituents, regardless of whether they buy from you, sell to you or partner with you. Indium uses the blogs to provide those solutions and also to capture contact information for sales purposes.

Social Media 50

Social Media Social Marketing Media Social Networks 50

Paul Gillin

OCTOBER 7, 2010

CRM is a well-established discipline that presumes that the more information we can capture about a customer’s interactions with our company, the better we can deliver products and services that the person wants to buy. It seems only natural that online social interactions should be part of this profile.

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. The last thing IT people want when they come to a technical resource is an ad asking them to buy a laptop,” Hanson says.

Enterprise Management 50

Enterprise Management Rules B2B Marketing B to B 50

Paul Gillin

OCTOBER 5, 2011

I may not buy from them, but I sure do help promote their wares. Are serious buyers really willing to endure a half-hour sales pitch to get a crummy pair of movie tickets? Other than a general media and marketing theme, these communiques have little in common other than the fact that they enlighten or entertain.

Direct Marketing 50

Direct Marketing BtoB Word of Mouth Conference 50

Paul Gillin

DECEMBER 16, 2010

A friend who runs an auto dealership tells me that customers today typically know more about the cars they want to buy than his own salespeople do. And what’s happening in auto sales will happen in every single industry. Think of how that changes his business. Companies that don’t provide significant value will struggle to survive.

Social Media 50

Social Media Media RSS Verticals 50