Paul Gillin

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. How to Ease Your Sales Team Into Social Sales.

Measuring the Immeasurable

Paul Gillin

it also got me several e-mails from companies that claim to have built a better mousetrap than Klout. A lot of people have been talking about Hewlett-Packard lately, but I doubt it’s driving profitable sales of HP products.

Trending Sources

This Brand Ambassador Program Goes Against the Grain

Paul Gillin

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 can’t imagine a scenario in which I would recommend a product or company because someone paid me 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

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company's product or service.

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

Paul Gillin

Eleven months later, Attack of the Customers on sale on Amazon ! ” It’s a list of eight steps companies can take to become customer-focused at the core, and it’s been applied by thousands of companies during Greg’s term as founder and CEO of RightNow Technologies.

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. A demo show how a website manager can use a tablet to change a company website to deliver an optimized experience on any platform. Michael J.

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. Social business isn’t about tools and promises.

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

Paul Gillin

report reveals a startling disconnect between B2B companies and their customers that should give every marketer pause to reflect on his or her priorities. Marketing and sales organizations at most B2B companies have a relationship that can be politely described as strained.

What Social Media Marketers Should and Shouldn’t Do

Paul Gillin

This is free research that complements your existing market intelligence and provides real-time insight on what people are saying about your company and your market. Don’t lead with a sales pitch. Be helpful and sales will come. A good rule of thumb is to make about 90% of your contributions relevant to your audience’s needs, regardless of whether they promote your products or company.

Awareness E-Book Raises the Bar on Social Measurement

Paul Gillin

Awareness outlines five priorities that companies should define in becoming a best-in-class social marketer: Measure and Grow Social Reach. The most successful of those are reporting direct correlations between social media marketing and sales, and they have certain practices in common.

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

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

Paul Gillin

Nevertheless, some B2B companies have mined gold out of Facebook’s audience, particularly for recruiting young college graduates. This is an under-utilized tool that enables companies to present an HTML page as their default front door.

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Marketo Tells How to Use Social Media for Lead Generation

Paul Gillin

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. For example, 58% of marketers who have used social media for more than three years say it has helped boost sales.

Transforming P&G

Paul Gillin

This week I sat in an auditorium at P&G headquarters in Cincinnati and heard CEO Bob McDonald talk about the centrality of one-to-one relationships to the company’s future and declare “We want to be the most digitized company in the world.”.

How to Calculate Social Marketing ROI

Paul Gillin

They do assume that a company has a rich set of historical data to work with, which is often not the case. We’ve told you about a few companies that have achieved a notable return on investment (ROI) from their social marketing initiatives. For many companies, that’s far from simple.

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Attack of the Customers Press Release

Paul Gillin

Customers are taking their complaints about companies and products to the Internet in record numbers, and a new book tells what is driving this trend and how businesses can avoid being victims of customer attacks. Greg Gianforte has started five successful software companies.

The End of ‘Social Media’

Paul Gillin

And what’s happening in auto sales will happen in every single industry. Companies that don’t provide significant value will struggle to survive. 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.

Attack of the Customers: The Pampers Dry Max Crisis

Paul Gillin

The company typically logs two complaints for every one million diapers sold, and there was nothing to indicate that Dry Max had moved that needle. The company was well aware that the entire Pampers franchise depended upon customer trust.

‘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. McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. Most sales people give up after three.

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Did Coke Respond Effectively to Former Marketer’s Attack?

Paul Gillin

Todd Putnam, who was a top marketing executive at Coca-Cola from 1997 to mid-2000, told an audience at the National Soda Summit last week about a Coke strategy to replace all beverages in the American diet with its own products, a campaign the company called “share of stomach.”

Live Blog: 3M Unites Global Workforce With Technology

Paul Gillin

At Lotusphere today, two representatives to 3M outlined some ways the company is using collaboration platforms to improve access to expertise and information across the far-flung company, which has people in more than 60 countries.

Microsoft Down, But Hardly Out

Paul Gillin

I followed Microsoft closely for many years when I was in the technology press, visited the company every year or so and even sat down with Bill Gates for interviews a few times. I worked at a company that used a similar system, and in the right scenario it’s actually pretty effective.

Direct Marketing Doesn’t Have to Suck

Paul Gillin

Both turned out to be promotions for companies exhibiting at the conference. With the exception of Gizmo, all the companies have something to sell. Are serious buyers really willing to endure a half-hour sales pitch to get a crummy pair of movie tickets?

Social CRM: Curb Your Enthusiasm

Paul Gillin

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.

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Palmisano Reflects on a Decade as IBM’s CEO

Paul Gillin

Like many successful CEOs, he is guided by a few simple and logical principles: Always put the organization first, think long-term and leave the company better than you found it.

An Intelligent Approach to Influence Measurement

Paul Gillin

This addresses the problem of lead quality, which is the biggest cause of sales waste. Awareness doesn’t extract data from social networks directly but rather works with Gnip , a company that has license agreements with most of the top social networks to distribute their content.

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. As companies cede control of the megaphone, they will have to re-examine their entire value proposition and change many of the ways they work.

B2B Blogging Excellence

Paul Gillin

Process Experts was named Best Corporate Blog by BtoB magazine in 2010 and Cahill is now leading the company’s charge into Twitter and Facebook while institutionalizing best practices among all the Emerson Process Management divisions.

Oracle’s Updated Social Media Policy

Paul Gillin

Don’t use company resources to set-up your own blogging environment, even if you are blogging about matters related to Oracle. 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.

The Changing Rules of B2B Marketing

Paul Gillin

This chapter focuses on drawing the major distinctions between business-to-business (B2B) and business-to-consumer (B2C) markets and where social marketing has particular value to B2B companies. Hansen and colleagues Jeff Sullivan, Kong Yang and Dennis Smith are celebrities of sorts in the community of enterprise customers, who frequently seek them out for meetings at trade shows and during visits to the company’s executive briefing center.

B2B 2

Oracle’s Social Media Policy

Paul Gillin

Don’t use company resources to set-up your own blogging environment, even if you are blogging about matters related to Oracle. 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.

5 Keys to Becoming a Sales First Company


We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the right goal; however, in order to truly be a customer first company, you must initially become a sales first company.

Are Companies Ignoring Their Best Source for Buyer Insights?

Type A Communications

Marketing Sales Artificial Intelligence B2B Marketing Buyer Insight Buyer Insight Research Buyer Journey Buyer Personas CMO content marketing Human-Centered Marketing Machine Learning Market Research marketing personas Qualitative Research Tony Zambito

3 Ways To Research Companies For Personalized Video Sales Outreach


Co-founder of the award-winning sales training firm Vorsight, Steve Richard coined this phrase, which refers a highly focused three-tiered research strategy. Your prospect’s company webpage. If you’re prospecting a private company you’re going to have to get a little crafty.

Five Videos Every Company Needs


What comes to mind when you think about companies using video? Many companies also use video to sell. But video can do even more for your company. Here are five videos every company needs in 2016. For many people, the Dollar Shave Club video is high on the list.

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How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies

Industrial Marketing Today

This is understandable since the sales pipeline needs to be full and active at [.] The post How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies by Achinta Mitra appeared first on Industrial Marketing Today. Industrial Marketing Industrial Marketing Automation Sales Strategies marketing automation Marketing Qualified Leads (MQLs) Sales Qualified Leads (SQL

To Manage Sales You Must Manage Sales Leads


“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function.

One Company | One City | One Lattice


Let’s start from the beginning – I had five months to find an awesome city with an amazing venue to pull off this awesome event that our company had never experienced before. Every great company kick-off needs to have an inspirational theme.

7 Best Practices for Optimizing Sales Enablement


Marketing and sales have traditionally had a bit of a contentious relationship in many companies. And out of that contentious relationship, a new role was born: sales enablement. Sales Enablement is a strategic, ongoing process to equip the sales team with the tools, resources and skills to make them more efficient, and ultimately improve sales execution and drive revenue. Communications (sales newsletters).