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.

Process 50

Process Word of Mouth Forecasting Lock-In 50

Paul Gillin

DECEMBER 18, 2012

Newspapers and magazines may be suffering financially right now, but they’re just as important as they always have been to validate and spread information. Social networks are also sufficiently mature that good word-of-mouth can potentially replace traditional marketing. Farming Out Customer Care.

Paid Search Agency 50

Paid Search Agency Word of Mouth Amazon Viral Marketing 50

Paul Gillin

AUGUST 26, 2011

His best story actually had nothing to do with insurance but everything to do with using social marketing to build loyalty and word-of-mouth awareness. “We believe 60% of our Facebook fans are prospects,” Weiss said. He told of buying a coffee at Dunkin’ Donuts: milk, no sugar. I couldn’t drink it.”

Social Marketing 50

Social Marketing Planning Marketing Management Word of Mouth 50

Paul Gillin

FEBRUARY 7, 2011

Word-of-mouth recommendations help drive inbound inquiries, and the presence of so much helpful information in the community lowers the barrier to conversion. “If they can get out of debt on their own, we’re happy to help.”. But more than 60% of members aren’t customers, making them a lucrative prospect base.

Communities 50

Communities Cost per Acquisition Peer-to-peer Work Management 50

Paul Gillin

SEPTEMBER 8, 2010

A friend of mine who manages an auto dealership tells me that many customers today come into the showroom better informed than his own salespeople. In a market in which peer information is easily obtained, the vendor becomes nothing more than one more voice in the crowd, and probably not a very important one at that.

Rules 50

Rules Organization Work Management Peer-to-peer 50

Paul Gillin

AUGUST 4, 2011

That’s a great way to generate word-of-mouth, because posts are shared with people’s friends. The style that works best is relaxed, informal and a little edgy. A post on Monday offered fans the chance to win a Casio camera by telling how the Cisco Unified Computing System can benefit their business.

Facebook 50

Facebook B2B Marketing Rules Salesforce.com 50