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 Familiarity Breeds Intent.

Process 50

Process Word of Mouth Forecasting Lock-In 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

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. I think they’re worth sharing.

Social Media 50

Social Media Training Media Opinions 50

Paul Gillin

JANUARY 17, 2012

At Lotusphere today, two representatives to 3M outlined some ways the company is using collaboration platforms to improve access to expertise and information across the far-flung company, which has people in more than 60 countries. 3M’s track record of innovation is legendary, but globalization has presented new challenges. “We’re

Wiki 50

Wiki Peer-to-peer Work Management Marketing Management 50

Paul Gillin

OCTOBER 5, 2011

In the weeks leading up to the Direct Marketing Association annual conference in Boston this week, exhibitors were out strutting their best stuff. Both turned out to be promotions for companies exhibiting at the conference. With the exception of Gizmo, all the companies have something to sell.

Direct Marketing 50

Direct Marketing BtoB Word of Mouth Conference 50

Paul Gillin

APRIL 24, 2012

It’s about giving people at every stage in the sales cycle the incentive to adopt tools that make their jobs easier and contribute to customer satisfaction. IBM started with that simple premise when it tackled the task of convincing its sales and marketing people to adopt a new way of doing business. Photo via NigelBeck.com.

Business 50

Business Work Management Customer Satisfaction Marketing Management 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? Unrealized Promise.

Enterprise Management 50

Enterprise Management Social Networks Webcast Paid Search Agency 50