| | | Paul Gillin | |  Sales | 29 articles |
| Page 1 of 1 | Previous | Next | PAUL GILLIN JUNE 24, 2010  How to Calculate Social Marketing ROI 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. | PAUL GILLIN JANUARY 20, 2011  How B2B and B2C Marketing Are Different 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. | | | | | |
| PAUL GILLIN AUGUST 4, 2011  Facebook Can Work for B2B Marketers, But You Gotta Know the Rules 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. | PAUL GILLIN SEPTEMBER 15, 2011  Measuring the Immeasurable 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. Coming from a 50-year-old, it’s an insult. | PAUL GILLIN DECEMBER 16, 2010 The End of ‘Social Media’ 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. 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?” | PAUL GILLIN OCTOBER 11, 2012 15 Tips for Getting the Most From LinkedIn Groups 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. | | | | | | | |
| -
PAUL GILLIN | WEDNESDAY, OCTOBER 5, 2011  Direct Marketing Doesn’t Have to Suck
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). Both turned out to be promotions for companies exhibiting at the conference. One employs people to hand-address envelopes so that they appear to come from a friend. They fooled me good. Dump the Junk. Think Like the Customer. MORE >> -
PAUL GILLIN | THURSDAY, JULY 8, 2010 Oracle’s Social Media Policy
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. 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. MORE >> -
PAUL GILLIN | WEDNESDAY, NOVEMBER 24, 2010 Oracle’s Updated Social Media Policy
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. MORE >> -
PAUL GILLIN | WEDNESDAY, AUGUST 29, 2012  Attack of the Customers: The Pampers Dry Max Crisis
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. If you’d like to be notified when the book is available, please comment below or drop me a line. In March, 2010, Procter & Gamble announced the most significant technical advance in disposable diapers in a quarter century. In fact, Shah’s suspicions were correct. MORE >> -
PAUL GILLIN | THURSDAY, OCTOBER 7, 2010  Social CRM: Curb Your Enthusiasm
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. If you’re a marketer in a medium-to large-sized B2B company, you’re almost certainly using customer relationship management (CRM) software to track your customers and prospects. encourage you to restrain your enthusiasm. right. What’s more, it would be pointless. But it’s not 2.0 MORE >>
- The Other Social Network PAUL GILLIN | THURSDAY, MARCH 10, 2011
- Live Blog: Lotusphere 2012 Opening Session PAUL GILLIN | MONDAY, JANUARY 16, 2012
- IBM’s Beck: Social Business is About Enablement, Not Control PAUL GILLIN | TUESDAY, APRIL 24, 2012
- IBMer: ‘Social Selling’ Is a Sales Process in Itself PAUL GILLIN | FRIDAY, APRIL 27, 2012
- Tribes Rule the Hyper-Social Organization PAUL GILLIN | WEDNESDAY, SEPTEMBER 8, 2010
- The Changing Rules of B2B Marketing PAUL GILLIN | THURSDAY, JUNE 17, 2010
- Awareness E-Book Raises the Bar on Social Measurement PAUL GILLIN | FRIDAY, JULY 29, 2011
- My New Book, ‘Attack of the Customers,’ is now available PAUL GILLIN | TUESDAY, DECEMBER 18, 2012
- B2B Blogging Excellence PAUL GILLIN | TUESDAY, MAY 25, 2010
- Industrial Age Thinking Thwarts Potential of Internal Social Nets PAUL GILLIN | TUESDAY, FEBRUARY 14, 2012
- ‘The Truth about Leads’ Is Just That PAUL GILLIN | THURSDAY, FEBRUARY 2, 2012
- An Intelligent Approach to Influence Measurement PAUL GILLIN | MONDAY, AUGUST 6, 2012
- Live Blog: 3M Unites Global Workforce With Technology PAUL GILLIN | TUESDAY, JANUARY 17, 2012
- Microsoft Down, But Hardly Out PAUL GILLIN | MONDAY, JULY 9, 2012
- Attack of the Customers Press Release PAUL GILLIN | THURSDAY, JANUARY 24, 2013
- Palmisano Reflects on a Decade as IBM’s CEO PAUL GILLIN | FRIDAY, JANUARY 20, 2012
- Transforming P&G PAUL GILLIN | FRIDAY, MARCH 9, 2012
- Did Coke Respond Effectively to Former Marketer’s Attack? PAUL GILLIN | MONDAY, JUNE 11, 2012
| |
