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.

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. have some strong feelings about this topic, so I’ll oblige. For most people, Dave says, that’s payment enough.

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Measuring the Immeasurable

Paul Gillin

We assume that conversation about a topic influences decisions, but are they the decisions we want? 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. Coming from a 50-year-old, it’s an insult.

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.

5 New B2B Sales and Marketing Strategies

5 New B2B Sales and Marketing. The traditional B2B sales and marketing model is typically depicted in the shape. of a funnel; flow starts with marketing and then transitions to sales. New B2B sales and marketing strategies. are required. 5 New B2B Sales & Marketing Strategies. B2B Sales and Marketing leaders should evaluate adopting these 5 new B2B. Pretty.

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. thought I’d share my responses here. These

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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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.

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

Paul Gillin

I was delighted when B2B Marketing Zone – a website and newsletter that I devour – asked me to be one of 25 contributors to its “ B2B Marketing Trends for 2016 ” e-book. love this content concept, and it’s an idea more B2B marketers could adopt. Your contributors will be flattered to be included and you will get to tap into their often substantial followings.

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Evangelizing a Content Marketing Program

50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. All rights reserved.

Industrial Age Thinking Thwarts Potential of Internal Social Nets

Paul Gillin

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. About 15 years ago the CEO of the company where I worked decided that it was important that employees should learn to use the technology they were writing about. There was even a NeXT machine.

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

Paul Gillin

Management has a constant need for information about the status of different sales opportunities, and as a result “We’ve had sales people called out of client meetings to answer questions from upline sales execs,” Burnette said. Nearly 800 sales reps gave feedback at every step. Familiarity Breeds Intent. Social: Session 1: Social Selling – The IBM Transformation.

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.

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.” It’s

Content Methodology: A Best Practices Report

Content serves as a powerful tool for sales. Sales staff are. industry metrics such as sales and leads, or. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. personas at each stage of their journey through the sales funnel. Content. Methodology: A Best. All rights reserved. Definition II.

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. 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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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.

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

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.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

percent, was lead conversions and sales. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. While leads and sales were deemed the most. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. Introduction II.

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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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 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.

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. said what the heck. About 300 P&Gers crowded the John G.

Definitive Guide to Planning a New Content Initiative

just seeding a piece of fluff to appease our sales team? Engage your sales and/or support teams to get a pulse on. The overall marketing goal is clearly to drive online video sales. increased leads and sales in the long run. sales/support discussions, and regular conversations with customers, your content focus. Why not get your sales and support. target.

‘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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Live Blog: 3M Unites Global Workforce With Technology

Paul Gillin

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. Internet-based tools have been embraced across the company to compensate for the loss of physical proximity. The tool is enabling point questions to be answered quickly. The deadline was six weeks.

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. wasn’t disappointed. In a business context, however, tribes have barely been a factor.

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. encourage you to restrain your enthusiasm. right. What’s more, it would be pointless.

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Study: How Much of Your Content Marketing Is Effective?

for 2015 our goal is to make content for the whole sales funnel, including white papers, e-books, webinars, case studies, and. In 2014, many brands learned that a sales pitch doesn’t. Copyright © 2015 Contently. All rights reserved. By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. 700 content marketers.

Microsoft Down, But Hardly Out

Paul Gillin

personally like Steve Ballmer, and I have great respect for his competitiveness and sales/marketing skills, but he’s not a product guy. This disease is described in Clayton Christiansen’s 1997 classic The Innovator’s Dilemma. Creeping Bureaucracy. He recalls the Windows 95 launch, when people lined up around the block outside consumer electronics stores to get the first copies.

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?

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?

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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.

Staffing and Launching Your Content Marketing Program

before they went on sale? ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. from coaches, entrepreneurs, sales heads, or, heck, even. All rights reserved. So was I.

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.

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