Paul Gillin

JULY 9, 2012

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 personally like Steve Ballmer, and I have great respect for his competitiveness and sales/marketing skills, but he’s not a product guy.

Work Management 50

Work Management Marketing Management Thought Leadership Blogger 50

Paul Gillin

APRIL 24, 2012

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. Photo via NigelBeck.com.

Business 50

Business Work Management Customer Satisfaction Marketing Management 50

Paul Gillin

FEBRUARY 14, 2012

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. The lab was christened with fanfare and highlighted in the company newsletter. Why did the directive from the CEO of the company go unheeded?

Enterprise Management 50

Enterprise Management Social Networks Webcast Paid Search Agency 50

Paul Gillin

NOVEMBER 20, 2013

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. BzzAgent has a database of hundreds of thousands of consumers whom it activates to spread the word about products from the company’s clients. Not really.

Paid Search Agency 50

Paid Search Agency Branding Brand Identity Peer-to-peer 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.&# Here are a few ways B2B companies can leverage LinkedIn for prospecting and promotion: Ask and Answer. Use Company Profiles for Prospecting. And they’re busy. It has 532 responses.

Social Networks 50

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

Paul Gillin

JUNE 17, 2010

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. Those sales are generated by the affinity that the staff has developed with these key corporate customers. Your feedback is welcome.

Enterprise Management 50

Enterprise Management B2B Marketing Rules B to B 50

Paul Gillin

SEPTEMBER 8, 2010

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. Similarly, sales must evolve into more of a consultation and systems integration role.

Rules 50

Rules Organization Work Management Peer-to-peer 50

Paul Gillin

JANUARY 20, 2012

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. Palmisano speaks honestly about the mistakes IBM made that nearly capsized the company 20 years ago and how those lessons changed him as a leader.

Impressions 50

Impressions Profiling Video Marketing Research 50

Paul Gillin

JUNE 11, 2012

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.” ” New York City anti-obesity ad.

Effectiveness 50

Effectiveness Opinions Paid Search Agency Advertisements 50

Paul Gillin

JULY 29, 2011

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. Monitor Social Conversations. Practice SEO.

Multi-Channel 50

Multi-Channel Top of Funnel Correlation Social Media 50

Paul Gillin

OCTOBER 7, 2010

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. Strategy changes, turnover, layoffs and the like make the first step difficult enough, and we all know how analytically challenged sales managers can be.

CRM 50

CRM B to B Marketing Management Eye-Tracking 50

Paul Gillin

JANUARY 17, 2012

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. 3M’s track record of innovation is legendary, but globalization has presented new challenges. “We’re

Wiki 50

Wiki Peer-to-peer Work Management Marketing Management 50

Paul Gillin

JANUARY 24, 2013

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. Recent research has shown that 70% of large companies have experienced an attack on their reputations during last two years.“Decision-makers

Press 50

Press Peer-to-peer Amazon BtoB 50

Paul Gillin

DECEMBER 18, 2012

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. Self-Publishing Experiment.

Paid Search Agency 50

Paid Search Agency Word of Mouth Amazon Viral Marketing 50

Paul Gillin

AUGUST 4, 2011

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. Use welcome pages to present an attractive and exciting introduction to your company.

Facebook 50

Facebook B2B Marketing Rules Salesforce.com 50

Paul Gillin

AUGUST 29, 2012

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. Not that P&G expected big problems. Let’s seek treatment.’”.

Paid Search Agency 50

Paid Search Agency Advertising Agencies Facebook Customer Satisfaction 50

Paul Gillin

OCTOBER 5, 2011

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? The other has an automated signature device that does much same thing.

Direct Marketing 50

Direct Marketing BtoB Word of Mouth Conference 50

Paul Gillin

MAY 25, 2010

I have the e-mail from that company on my wall next to a sign that asks ‘Is there any value in blogging?’” After replying with a thank you message, Cahill forwards them on to the sales team. He isn’t an engineer, but with more than 20 years at the company, he understands the lingo and is able to write in the customer’s language.

BtoB 50

BtoB B2B B to B Blogger 50

Paul Gillin

NOVEMBER 24, 2010

Don’t use company resources to set-up your own blogging environment, even if you are blogging about matters related to Oracle. This applies to potential acquisitions regardless of their status–in diligence, announced but not closed, integration plans for acquired companies, etc. Don’t Misuse Oracle Resources.

Social Media 50

Social Media Copyright Media Wiki 50

Paul Gillin

JULY 8, 2010

Don’t use company resources to set-up your own blogging environment, even if you are blogging about matters related to Oracle. This applies to potential acquisitions regardless of their status–in diligence, announced but not closed, integration plans for acquired companies, etc. Don’t Misuse Oracle Resources.

Social Media 50

Social Media Media Copyright B to B 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. McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing. The Truth about Leads is a short book – only 101 pages – but it’s packed with sales wisdom.

Cost per Lead 50

Cost per Lead Sales Qualified Leads PointClear CPL 50

Paul Gillin

JUNE 24, 2010

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. any company, regardless of the financial impact. Revenue generated by rep. 2,000,000.

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 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. 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. A demo show how a website manager can use a tablet to change a company website to deliver an optimized experience on any platform. Leverage skills and distribute workload. Improve forecasting effectiveness. User Presentations.

Enterprise Management 50

Enterprise Management Work Management Social Networks Ideal Customer Profiles 50

Paul Gillin

SEPTEMBER 15, 2011

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. We assume that conversation about a topic influences decisions, but are they the decisions we want?

Analysis 50

Analysis PR Correlation Advertising Agencies 50

Paul Gillin

JANUARY 20, 2011

Probably the most important distinction between business and consumer marketing is that nearly every buying decision a business makes is driven by the need to solve a problem, pursue an opportunity or make or company more efficient. Business executives buy companies as much as they do products. Long-term relationships.

Work Management 50

Work Management Marketing Management B2B Marketing B2B 50

Paul Gillin

DECEMBER 16, 2010

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 will change the way we make decisions, and that will change nearly everything else.

Social Media 50

Social Media Media RSS Verticals 50

Paul Gillin

MARCH 9, 2012

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.”. P&G has been called the world greatest marketing company.

Peer-to-peer 50

Peer-to-peer Paid Search Agency Sample Impressions 50