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.

Process 50

Process Word of Mouth Forecasting Lock-In 50

Paul Gillin

NOVEMBER 20, 2013

Boston-based BzzAgent is a word-of-mouth marketing agency whose customer list would turn any ad agency executive green. Credibility with my network is one of the most valuable assets I have, and it simply isn’t for sale. I’m sure the folks at Social Rebate researched their concept exhaustively. Not really.

Paid Search Agency 50

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

Paul Gillin

DECEMBER 18, 2012

Eleven months later, Attack of the Customers on sale on Amazon ! Social networks are also sufficiently mature that good word-of-mouth can potentially replace traditional marketing. An idea I’ve been kicking around for a couple of years became a formal book project in January. I certainly could use your help.

Paid Search Agency 50

Paid Search Agency Word of Mouth Amazon Viral Marketing 50

Paul Gillin

OCTOBER 5, 2011

When you think in terms of what your customer wants, rather than what you need to sell, you create new channels of word-of-mouth awareness. Are serious buyers really willing to endure a half-hour sales pitch to get a crummy pair of movie tickets? Lots of direct marketers still haven’t bought into this idea.

Direct Marketing 50

Direct Marketing BtoB Word of Mouth Conference 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

AUGUST 4, 2011

That’s a great way to generate word-of-mouth, because posts are shared with people’s friends. The company knows that its core audience is sales professionals, and it uses discounts, referral bonuses and contests to reach these individuals. Contests and giveaways work well on Facebook. Here’s how it works.

Facebook 50

Facebook B2B Marketing Rules Salesforce.com 50