Paul Gillin

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How to Get Salespeople Aboard the Social Media Train

Paul Gillin

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. Using the technique above, share the numbers with your sales team as social quotas.

Measuring the Immeasurable

Paul Gillin

A lot of people have been talking about Hewlett-Packard lately, but I doubt it’s driving profitable sales of HP products. My post last week about the shortcomings of Klout got several thousand views and generated quite a bit of discussion. it also got me several e-mails from companies that claim to have built a better mousetrap than Klout. TopazPartners.com. Influence is contextual.

This Brand Ambassador Program Goes Against the Grain

Paul Gillin

Credibility with my network is one of the most valuable assets I have, and it simply isn’t for sale. The PR agency for a startup called Social Rebate has been asking bloggers to comment on the company’s somewhat novel approach to brand ambassadorship. I have some strong feelings about this topic, so I’ll oblige. To be fair, I may have to make a purchase in order to do so.

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IBMer: ‘Social Selling’ Is a Sales Process in Itself

Paul Gillin

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 It was about returning value and time to our sales teams for their time invested.”.

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

How B2B and B2C Marketing Are Different

Paul Gillin

The business buyer’s appetite for information also doesn’t end with the sale (see item 4). For these and other reasons it’s shortsighted to tell a B2B marketer to apply the tactics used to sell blue jeans to the task of selling aircraft engines or sales force automation software. My fourth book, Social Marketing to the Business Customer , came out this week.

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My New Book, ‘Attack of the Customers,’ is now available

Paul Gillin

Eleven months later, Attack of the Customers on sale on Amazon ! An idea I’ve been kicking around for a couple of years became a formal book project in January. Now I’d like to ask for your support by liking the book on the Amazon page and registering your like on the book Facebook page. Farming Out Customer Care. Goodbye to all that, and good riddance.

15 Tips for Getting the Most From LinkedIn Groups

Paul Gillin

The Sales Best Practices group on LinkedIn has a different membership than the Construction Professionals group. Here are a couple from the Sales Best Practices group: Eat that Frog! The member goes on to ask why sales people continue to use spamming tactics that don’t work and give the whole profession a bad name. I spend a lot of time in LinkedIn groups and have learned a bit about maximizing their potential as conversation-starters. Here are 15 of my favorite tips. Please add your own as comments. Ask Questions. Do you agree?”. link]. Make it Personal. Follow Up.

Live Blog: Lotusphere 2012 Opening Session

Paul Gillin

There are many ways to apply these benefits, ranking from improved product design to global sales contests. This helps a business to understand in near real-time how customers are reacting to news or a new product and how that’s reflected in sales from transaction systems. Michael J. “I found out I was part of a community.” Leverage skills and distribute workload.

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B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

I’ve Been Writing A Lot Lately, Just Not Here

Paul Gillin

Marketing and sales organizations at most B2B companies have a relationship that can be politely described as strained. Sales complains that marketing gives them lousy leads while marketers charge that sales wouldn’t know a good lead is it bit them on the nose. That’s because many organizations reward their sales and marketing people for the wrong things.

IBM’s Beck: Social Business is About Enablement, Not Control

Paul Gillin

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. Social business isn’t about tools and promises. Photo via NigelBeck.com.

Here’s What 25 B2B Marketers Think Are the Key Trends in 2016

Paul Gillin

With marketing now responsible for helping to nurture and advance the buyer through 70% of the purchase cycle, there are monumental inefficiencies if the sales team is knocking on cold doors rather than closing sales-qualified, warm leads.” – Debra Andrews (l.). “If I love this content concept, and it’s an idea more B2B marketers could adopt.

What Social Media Marketers Should and Shouldn’t Do

Paul Gillin

Don’t lead with a sales pitch. Be helpful and sales will come. Indium uses the blogs to provide those solutions and also to capture contact information for sales purposes. When sales representatives contact a customer who has just been bailed out of a jam by an Indium technical professional, they are often received with gratitude. Indium’s sales leads grew 600% in the year after the program was launched. A journalist contacted me with some questions about social media marketing that I hear quite often. I thought I’d share my responses here.

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

Awareness E-Book Raises the Bar on Social Measurement

Paul Gillin

The most successful of those are reporting direct correlations between social media marketing and sales, and they have certain practices in common. The question of how to measure social media performance, particularly in a marketing context, continues to be one of the industry’s hottest topics. These numbers may be of little value, but at least they’re understandable.

Facebook Can Work for B2B Marketers, But You Gotta Know the Rules

Paul Gillin

The company knows that its core audience is sales professionals, and it uses discounts, referral bonuses and contests to reach these individuals. In my work with B2B organizations, the question of how to use Facebook is invariably front and center. This Is despite the fact that numerous surveys have shown that Facebook is one of the least effective social networks for B2B marketing. Respond.

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Marketo Tells How to Use Social Media for Lead Generation

Paul Gillin

For example, 58% of marketers who have used social media for more than three years say it has helped boost sales. I often cite marketing automation vendor Marketo as a shining example of a company that gives away great information as a way to promote its business. They report encouraging results. Check out “ How to Use Social Media for Lead Generation.”

Transforming P&G

Paul Gillin

This week Federated Media showed off StyleUnited , a new P&G community for “want it all women” that logged one million page views in its first three months and is already driving new sales. When Stan Joosten first contacted me about joining Procter & Gamble’s Digital Advisory Board, I initially hesitated. I said what the heck. New Measures of Success.

How to Calculate Social Marketing ROI

Paul Gillin

In the aggregate, the company may be able to justify its practices in the form of higher customer satisfaction and repeat sales, but we doubt the support manager who charters the midnight express is required to justify the added expense in advance. A simple one is an ROI analysis of the impact of hiring a new sales representative. They include Indium Corp., EMC Corp. Of course not.

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Attack of the Customers Press Release

Paul Gillin

At the time of its sale to Oracle in 2011, it had more than 2,000 large customers, 1,100 employees and $225 million in annual revenue. I’ve read thousands of press releases over the years but don’t believe I ever wrote one until now. It was more difficult than I expected! Links and tweets are appreciated, but Amazon reviews will get you undying devotion. Capacity to Destroy.

The End of ‘Social Media’

Paul Gillin

And what’s happening in auto sales will happen in every single industry. This is the time of year when a lot of people make predictions. I’ll resist that urge, though, and instead present a plea: Let’s make 2011 the year we stop talking about “social media.”. It’s not that social media is no longer important. On the contrary, today there’s almost no media today that isn’t social. The problem with much of the discussion is that it’s been focused on tools, and tools are far less interesting than what people do with them. Stunning. Want to know who said “There’s a sucker born every minute?”

Attack of the Customers: The Pampers Dry Max Crisis

Paul Gillin

Pampers sales quickly recovered after a brief decline and complaints fell back into normal range. This an excerpt from the opening chapter of Attack of the Customers: Why Critics Assault Brands Online and What You Can Do About It by Paul Gillin and Greg Gianforte. It’s due to be published this fall. However, Rosana Shah of Baton Rouge, LA was not impressed. Standoff. Probably.

‘The Truth about Leads’ Is Just That

Paul Gillin

I spent 15 months as a sales manager, which was just long enough to learn how little aptitude I had for the job. The Truth about Leads is a short book – only 101 pages – but it’s packed with sales wisdom. Some of McDade’s advice will be difficult for sales managers to hear, but it’s hard to argue with his logic. Most sales people give up after three.

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Did Coke Respond Effectively to Former Marketer’s Attack?

Paul Gillin

This could be interpreted as a sign that Coke has not done much to advance the sales of low-calorie drinks over the last 13 years. Coca-Cola is dealing with a minor crisis this week because of comments by a former marketing executive expressing remorse over his contributions to America’s obesity problem. ” New York City anti-obesity ad. What’s your opinion?

Live Blog: 3M Unites Global Workforce With Technology

Paul Gillin

A private community of about 200 consumer-focused field sales reps and service engineers now post monthly blog-like summaries of field activity reports, customer wins and innovative marketing ideas. 3M’s track record of innovation is legendary, but globalization has presented new challenges. “We’re The tool is enabling point questions to be answered quickly. Time to Market.

Microsoft Down, But Hardly Out

Paul Gillin

I personally like Steve Ballmer, and I have great respect for his competitiveness and sales/marketing skills, but he’s not a product guy. Stack ranking works great for sales forces and process-oriented jobs, but it’s a disaster when applied to engineers, programmers, graphic artists or writers. Creeping Bureaucracy. He handed it over to the wrong guy.

Direct Marketing Doesn’t Have to Suck

Paul Gillin

Are serious buyers really willing to endure a half-hour sales pitch to get a crummy pair of movie tickets? In the weeks leading up to the Direct Marketing Association annual conference in Boston this week, exhibitors were out strutting their best stuff. Last week I got two letters in the mail that appeared to be personally addressed to me in a feminine hand (right). They fooled me good.

Social CRM: Curb Your Enthusiasm

Paul Gillin

Strategy changes, turnover, layoffs and the like make the first step difficult enough, and we all know how analytically challenged sales managers can be. For example, an automotive dealer should be able to generate sales by tracking public comments from nearby consumers who are looking to buy a car. I encourage you to restrain your enthusiasm. right. But it’s not 2.0 anything.

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Palmisano Reflects on a Decade as IBM’s CEO

Paul Gillin

Among the topics he covers: The controversial decision to sell the PC division to a Chinese manufacturer and why the sale intuitively made sense; Why IBM has continued to invest $6 billion annually in research and development, even during tough economic times; The toughest decision he made a CEO: restructuring IBM’s pension plan. innovation IBM leadership Sam Palmisano

An Intelligent Approach to Influence Measurement

Paul Gillin

This addresses the problem of lead quality, which is the biggest cause of sales waste. Awareness’ strategy is smart: It will focus on providing the core data mining and filtering technology and work with partners to deliver results to whatever marketing or sales automation tool they prefer. But YouTube, Tumblr, WordPress and many other sources are pumped through its firehose.

Tribes Rule the Hyper-Social Organization

Paul Gillin

Most make little margin on new vehicle sales anymore and must take most of their profit from service. Similarly, sales must evolve into more of a consultation and systems integration role. Marketing and sales will both need to adapt to the end of the traditional funnel. I wasn’t disappointed. In a business context, however, tribes have barely been a factor.

B2B Blogging Excellence

Paul Gillin

After replying with a thank you message, Cahill forwards them on to the sales team. I was privileged to moderate the BtoB magazine Social Media Awards Breakfast in New York this week. There I got a chance to meet some remarkable people who took chances on social marketing before it was fashionable and won. Their reticence was understandable. Why would anyone want to get mixed up with that?

Oracle’s Updated Social Media Policy

Paul Gillin

This includes nonpublic financial information such as future revenue, earnings, and other financial forecasts, and anything related to Oracle strategy, sales, products, security, policy, management, operating units, and potential acquisitions, that have not been made public. Dated 11/22/10. Most hyperlinks have been removed because they refer to pages behind Oracle’s firewall. This is a well-crafted policy. The Oracle Social Media Participation Policy applies to. All blogs, wikis, forums, and social networks hosted or sponsored by Oracle (e.g., blogs. oracle. com , wiki. oracle.

Oracle’s Social Media Policy

Paul Gillin

This includes nonpublic financial information such as future revenue, earnings, and other financial forecasts, and anything related to Oracle strategy, sales, products, policy, management, operating units, and potential acquisitions, that have not been made public. With the acquisition of Sun complete, Oracle distributed its social media policy to employees this week, and I was forwarded a copy. A version from six months ago can be found here. This is a nice, concise document that covers all the bases I can think of. Perhaps it will help you in formulating your own policy. REQUIREMENTS.

The Changing Rules of B2B Marketing

Paul Gillin

Their celebrity is paid off handsomely for Dell: Hanson won’t provide specifics, but Dell has estimated that the Tech Center is indirectly responsible for many millions of dollars in sales each year. Those sales are generated by the affinity that the staff has developed with these key corporate customers. Companies like Dell, which does 80% of its sales volume with corporate customers, are ideally positioned to take advantage of these new channels. Here is a draft of the first chapter of Social Marketing to the Business Customer by Paul Gillin and Eric Schwartzman.

[VIDEO] How to Structure a Successful Sales Team

DiscoverOrg

We’ve built required fields and automation of data transfer in SFDC (ie surveys that auto populate the key data, call sheets that tie data to opportunity & account, sales handoff that ties data to account for CSM, etc). Want to Build a Sales Engine? Does this problem sound familiar? I hear this time and time again, and it’s a mistake we made personally too. Specialization.

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More Sales Less Time

Your Sales Management Guru

More Sales/Less Time. -A If want to exceed your sales goals this year-read this book…. Jill Konrath has written three other sales related books and now she hits the mark again with More Sales/Less Time published by Penguin books. In this book, Jill shares a highly personal story, sharing a lot of research that ends up providing every executive, sales manager and certainly all salespeople a formula to increase productivity. Everyone in sales will buy into her story, her attempts to increase productivity, her failures, this makes her “result” all the more real.

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The 4 Levels of Sales Intelligence

Your Sales Management Guru

The Four Levels of Sales Intelligence. By Jeb Blount, Author of Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. Ultra-high sales performers possess four types of intelligence that are tightly intertwined, each connecting, affecting, and amplifying the others. Ultra-high sales performers are smart people.

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