sales Process Related Topics 
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 Nearly 800 sales reps gave feedback at every step.
Paul Gillin
MARCH 22, 2022
Additionally, AI can help businesses save time and money by automating the segmentation process. This can help you target your marketing and sales efforts more effectively, resulting in more business and happier customers. There are many ways to segment customers, but using AI can help you do it more accurately.
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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. They’re short-term thinkers.
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.
Paul Gillin
MAY 25, 2010
It took two years for Jim Cahill and Deb Franke to convince the management at Emerson Process Management that a blog was a good idea. Emerson Process Experts was born. Four years and a more than 500 entries later, Cahill is enjoying a new job as head of social media at Emerson Process Management. Search Engine Magic.
Paul Gillin
FEBRUARY 14, 2012
For example, a sales rep trying to close a deal with a German company can discover an accounting employee who speaks fluent German and leverage that person’s skill to help get the business. These structures have become a burden today as challenges have shifted from process management to knowledge management.
Paul Gillin
JULY 29, 2011
The most successful of those are reporting direct correlations between social media marketing and sales, and they have certain practices in common. Remarkably, only 18% said they have “formal tracking process in place to manage processes and better understand success criteria.&#
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