prospect Information Related Topics 
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. Telling them that social media prospecting will pay off in a year or two doesn’t interest them.
Paul Gillin
APRIL 27, 2012
It’s no secret that the factors that motivate salespeople to change the way they work have to be pretty simple: Help them spend more time selling and less time scrounging for information and telling managers what they’re doing. The tools made it easy to find information and expertise by consulting friends.
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Paul Gillin
JANUARY 26, 2016
The authors identified three powerful trends driving B2B marketing right now: –Changing buyer expectations fueled by the availability of rich information and ease of access and purchase; –Pressure to demonstrate ROI as marketers learn to do more with less; and.
Paul Gillin
MARCH 10, 2011
Here are a few ways B2B companies can leverage LinkedIn for prospecting and promotion: Ask and Answer. If the technical gurus in your organization are intimidated by the prospect of blogging, urge them to instead answer five questions per week. Use Company Profiles for Prospecting. Summarize your content and ask a question.
Paul Gillin
FEBRUARY 7, 2011
In fact, the conversion rate of prospects who have signed in to the CareOne Community is a remarkable seven times higher than that of non-members. It turned out that they were a prime source of prospects. But more than 60% of members aren’t customers, making them a lucrative prospect base. Debt is a touchy subject.
Paul Gillin
NOVEMBER 16, 2011
It’s also worth noting that 81 percent of respondents use face-to-face interactions to connect with customers or prospects, underlining the fact that Facebook has its limits. Only 40% are taking the time to understand and evaluate the impact of consumer-generated reviews, blogs and peer rankings on their brands.
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. A contact within a person’s social circle may be valuable in reaching that person (that’s just good prospecting).
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