Remove sales

Paul Gillin

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Marketo Tells How to Use Social Media for Lead Generation

Paul Gillin

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

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

Paul Gillin

Marketing and sales organizations at most B2B companies have a relationship that can be politely described as strained. Sales complains that marketing gives them lousy leads while marketers charge that sales wouldn’t know a good lead is it bit them on the nose. Both sides are correct.

BtoB 50
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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. 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.

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What Social Media Marketers Should and Shouldn’t Do

Paul Gillin

Don’t lead with a sales pitch. Be helpful and sales will come. Indium uses the blogs to provide those solutions and also to capture contact information for sales purposes. Indium’s sales leads grew 600% in the year after the program was launched.

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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

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‘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. My 15 months of hell taught me otherwise, and that’s why I was curious when Dan McDade sent me a copy of The Truth about Leads. Sales people don’t effectively follow up on longer-term opportunities.

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Did Coke Respond Effectively to Former Marketer’s Attack?

Paul Gillin

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