Paul Gillin

JANUARY 26, 2016

“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

Peer-to-peer 50

Peer-to-peer B2B Marketing Trends Sales Qualified Leads 50

Paul Gillin

APRIL 11, 2014

For example, 58% of marketers who have used social media for more than three years say it has helped boost sales. Marketo recently contacted several B2B social media marketing pros to get their tips on how to generate leads with social platforms. They report encouraging results. Check out “ How to Use Social Media for Lead Generation.”

Marketo 50

Marketo Social Media Lead Generation Marketing Automation Services 50

Paul Gillin

OCTOBER 11, 2012

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.

Linkedin 50

Linkedin Webinar Metrics Tips Webcast 50

Paul Gillin

SEPTEMBER 8, 2010

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.

Rules 50

Rules Organization Work Management Peer-to-peer 50

Paul Gillin

JUNE 17, 2010

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.

Enterprise Management 50

Enterprise Management B2B Marketing Rules B to B 50

Paul Gillin

MARCH 10, 2011

Someone asked the Sales Best Practices group a couple of months ago “ What is YOUR Best Sales Advice — 20 words or less.&# That’s the reason Vico Software expects its sales reps to become active in construction-related groups in each of their territories. And they’re busy. It has 532 responses. Choose Open Groups.

Social Networks 50

Social Networks Enterprise Management Peer-to-peer Work Management 50

Paul Gillin

JANUARY 20, 2012

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.

Impressions 50

Impressions Profiling Video Marketing Research 50

Paul Gillin

JULY 9, 2012

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.

Work Management 50

Work Management Marketing Management Thought Leadership Blogger 50

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. “It appears that it is easier to lose the benefits of social technologies than to become a more networked enterprise,” McKinsey wrote.

Enterprise Management 50

Enterprise Management Social Networks Webcast Paid Search Agency 50

Paul Gillin

OCTOBER 7, 2010

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.

CRM 50

CRM B to B Marketing Management Eye-Tracking 50

Paul Gillin

JUNE 11, 2012

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. While the percentage of low-calorie drinks Coke sells today is higher than in 1999, it isn’t much higher. Or that it is following, rather than leading the market.

Effectiveness 50

Effectiveness Opinions Paid Search Agency Advertisements 50

Paul Gillin

NOVEMBER 20, 2013

Credibility with my network is one of the most valuable assets I have, and it simply isn’t for sale. I can’t imagine a scenario in which I would recommend a product or company because someone paid me to do so. I imagine most people feel the same way. Does full disclosure resolve the issue? Not really.

Paid Search Agency 50

Paid Search Agency Brand Identity Branding Peer-to-peer 50

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. Most use at least three major social media channels, compared to less than two for the average company.

Multi-Channel 50

Multi-Channel Top of Funnel Correlation Social Media 50

Paul Gillin

DECEMBER 18, 2012

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.

Paid Search Agency 50

Paid Search Agency Word of Mouth Amazon Viral Marketing 50

Paul Gillin

JANUARY 24, 2013

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. Greg Gianforte has started five successful software companies. He founded RightNow Technologies in 1997 with a mission to rid the world of bad experiences. The company enjoyed 15 years of continuous growth.

Press 50

Press Peer-to-peer Amazon BtoB 50

Paul Gillin

JANUARY 17, 2012

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. Presentations are recorded and posted as audio files, which participants can follow up in forums. Time to Market.

Wiki 50

Wiki Peer-to-peer Work Management Marketing Management 50

Paul Gillin

MAY 25, 2010

After replying with a thank you message, Cahill forwards them on to the sales team. About 2,000 visitors stop by on an average business day and 15 to 20 messages land in Cahill’s inbox every week. While most are routine, a few gems inquire about business opportunities. Search Engine Magic.

BtoB 50

BtoB B2B B to B Blogger 50

Paul Gillin

OCTOBER 5, 2011

Are serious buyers really willing to endure a half-hour sales pitch to get a crummy pair of movie tickets? These are the same corny come-ons I’ve heard from tradeshow exhibitors for nearly 30 years. Does this stuff really work anymore? And if so, were they serious buyers in the first place?

Direct Marketing 50

Direct Marketing BtoB Word of Mouth Conference 50

Paul Gillin

AUGUST 4, 2011

The company knows that its core audience is sales professionals, and it uses discounts, referral bonuses and contests to reach these individuals. There’s no money involved: SuperFans get their name and face on the Cisco page, and that’s good enough for many of them. Here’s how it works.

Facebook 50

Facebook B2B Marketing Rules Salesforce.com 50

Paul Gillin

NOVEMBER 24, 2010

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.

Social Media 50

Social Media Copyright Media Wiki 50

Paul Gillin

JULY 8, 2010

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.

Social Media 50

Social Media Media Copyright B to B 50

Paul Gillin

AUGUST 29, 2012

Pampers sales quickly recovered after a brief decline and complaints fell back into normal range. Dribbling out details months before the formal launch would have undermined the formal rollout and created confusion that the company was not prepared to handle. Nevertheless, plausible explanation would have been better than denial.

Paid Search Agency 50

Paid Search Agency Advertising Agencies Facebook Customer Satisfaction 50

Paul Gillin

FEBRUARY 2, 2012

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.

Cost per Lead 50

Cost per Lead Sales Qualified Leads PointClear CPL 50

Paul Gillin

JUNE 24, 2010

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.

ROI 50

ROI Paid Content Social Marketing Webcast 50

Paul Gillin

AUGUST 6, 2012

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. Victory will go to the swiftest.

Marketing Automation Services 50

Marketing Automation Services Salesforce.com Ideal Customer Profiles Social Networks 50

Paul Gillin

JANUARY 16, 2012

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. Leverage skills and distribute workload.

Enterprise Management 50

Enterprise Management Work Management Social Networks Ideal Customer Profiles 50

Paul Gillin

SEPTEMBER 15, 2011

A lot of people have been talking about Hewlett-Packard lately, but I doubt it’s driving profitable sales of HP products. We assume that conversation about a topic influences decisions, but are they the decisions we want? Influence is contextual.

Analysis 50

Analysis PR Correlation Advertising Agencies 50

Paul Gillin

DECEMBER 16, 2010

And what’s happening in auto sales will happen in every single industry. Some now come into the showroom knowing precisely what other people have paid for cars at his dealership within the last couple of months. Think of how that changes his business.

Social Media 50

Social Media Media RSS Verticals 50

Paul Gillin

JANUARY 20, 2011

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.

Work Management 50

Work Management Marketing Management B2B Marketing B2B 50

Paul Gillin

MARCH 9, 2012

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. Support From the Top. More important, though, is the support shown by top executives like McDonald and Pritchard.

Peer-to-peer 50

Peer-to-peer Paid Search Agency Sample Impressions 50