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. View more presentations from SugarCRM.

Process 50

Process Word of Mouth Forecasting Lock-In 50

Paul Gillin

DECEMBER 18, 2012

In the final chapter of Attack of the Customers, my co-author Greg Gianforte presents a formula he calls “Eight to Great.” Social networks are also sufficiently mature that good word-of-mouth can potentially replace traditional marketing. Whether that’s true or not I expect to find out in the coming months.

Paid Search Agency 50

Paid Search Agency Word of Mouth Amazon Viral Marketing 50

Paul Gillin

OCTOBER 5, 2011

When you think in terms of what your customer wants, rather than what you need to sell, you create new channels of word-of-mouth awareness. My presentation to this week’s DMA conference is below. View more presentations from Paul Gillin. Lots of direct marketers still haven’t bought into this idea.

Direct Marketing 50

Direct Marketing BtoB Word of Mouth Conference 50

Paul Gillin

AUGUST 4, 2011

This is an under-utilized tool that enables companies to present an HTML page as their default front door. Use welcome pages to present an attractive and exciting introduction to your company. That’s a great way to generate word-of-mouth, because posts are shared with people’s friends. SAP plays inline videos.

Facebook 50

Facebook B2B Marketing Rules Salesforce.com 50

Paul Gillin

AUGUST 26, 2011

This was a theme that was borne out in every presentation: It’s not about the company but about what motivates customers. 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. I couldn’t drink it.”

Social Marketing 50

Social Marketing Planning Marketing Management Word of Mouth 50

Paul Gillin

SEPTEMBER 8, 2010

In the end, the rise of social media “is likely to present companies with a critical question that is bound to keep executives busy for the next few years: What business are we in?&# Customers who arrive via word-of-mouth recommendation are twice as loyal as those who respond to an ad.

Rules 50

Rules Organization Work Management Peer-to-peer 50