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

A lot of people have been talking about Hewlett-Packard lately, but I doubt it’s driving profitable sales of HP products. My post last week about the shortcomings of Klout got several thousand views and generated quite a bit of discussion.

Trending Sources

This Brand Ambassador Program Goes Against the Grain

Paul Gillin

Credibility with my network is one of the most valuable assets I have, and it simply isn’t for sale. 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.

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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

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales

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

Paul Gillin

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.

15 Tips for Getting the Most From LinkedIn Groups

Paul Gillin

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. I spend a lot of time in LinkedIn groups and have learned a bit about maximizing their potential as conversation-starters. Here are 15 of my favorite tips.

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. 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.

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.

Increase Marketing ROI 10X and Prove It

See how a marketing team demonstrated 10X ROI and increased sales by 35% with marketing automation

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.

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. When sales representatives contact a customer who has just been bailed out of a jam by an Indium technical professional, they are often received with gratitude. Indium’s sales leads grew 600% in the year after the program was launched.

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

Awareness E-Book Raises the Bar on Social Measurement

Paul Gillin

The most successful of those are reporting direct correlations between social media marketing and sales, and they have certain practices in common.

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

Paul Gillin

The company knows that its core audience is sales professionals, and it uses discounts, referral bonuses and contests to reach these individuals. In my work with B2B organizations, the question of how to use Facebook is invariably front and center.

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Marketo Tells How to Use Social Media for Lead Generation

Paul Gillin

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

How to Calculate Social Marketing ROI

Paul Gillin

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.

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Transforming P&G

Paul Gillin

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.

Attack of the Customers Press Release

Paul Gillin

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. I’ve read thousands of press releases over the years but don’t believe I ever wrote one until now. It was more difficult than I expected!

The End of ‘Social Media’

Paul Gillin

And what’s happening in auto sales will happen in every single industry. 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

Pampers sales quickly recovered after a brief decline and complaints fell back into normal range. This an excerpt from the opening chapter of Attack of the Customers: Why Critics Assault Brands Online and What You Can Do About It by Paul Gillin and Greg Gianforte.

‘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. The Truth about Leads is a short book – only 101 pages – but it’s packed with sales wisdom. 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.

Live Blog: 3M Unites Global Workforce With Technology

Paul Gillin

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.

Microsoft Down, But Hardly Out

Paul Gillin

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

Direct Marketing Doesn’t Have to Suck

Paul Gillin

Are serious buyers really willing to endure a half-hour sales pitch to get a crummy pair of movie tickets? In the weeks leading up to the Direct Marketing Association annual conference in Boston this week, exhibitors were out strutting their best stuff.

Social CRM: Curb Your Enthusiasm

Paul Gillin

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

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Palmisano Reflects on a Decade as IBM’s CEO

Paul Gillin

As he retires from IBM after 10 years as CEO, Sam Palmisano reflects on what he’s learned about leadership, making tough decisions and thinking strategically (video, transcript and downloadable audio).

An Intelligent Approach to Influence Measurement

Paul Gillin

This addresses the problem of lead quality, which is the biggest cause of sales waste. Anyone who follows my blog knows that I’m not a big fan of Klout , or any service that oversimplifies the complex process of assessing online influence by boiling it down to a single number.

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. 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.

B2B Blogging Excellence

Paul Gillin

After replying with a thank you message, Cahill forwards them on to the sales team. I was privileged to moderate the BtoB magazine Social Media Awards Breakfast in New York this week.

Oracle’s Updated Social Media Policy

Paul Gillin

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. Most hyperlinks have been removed because they refer to pages behind Oracle’s firewall. This is a well-crafted policy. The Oracle Social Media Participation Policy applies to.

Oracle’s Social Media Policy

Paul Gillin

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. With the acquisition of Sun complete, Oracle distributed its social media policy to employees this week, and I was forwarded a copy. A version from six months ago can be found here.

The Changing Rules of B2B Marketing

Paul Gillin

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. Companies like Dell, which does 80% of its sales volume with corporate customers, are ideally positioned to take advantage of these new channels.

[VIDEO] How to Structure a Successful Sales Team

DiscoverOrg

We’ve built required fields and automation of data transfer in SFDC (ie surveys that auto populate the key data, call sheets that tie data to opportunity & account, sales handoff that ties data to account for CSM, etc). Want to Build a Sales Engine? Does this problem sound familiar?

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22 Potential Touchpoints for Your Next ABM Sales Play

The Point

When designing sales plays as part of your Account-Based Marketing (ABM) strategy, it pays to start with a few key questions: 1. Touchpoints in an ABM sales play can be almost any form of communication: email, phone, social media, direct mail, even in-person outreach.

7 Storytelling Tips for Sales Teams

Type A Communications

October 25, 2016 by Carla Johnson The biggest beef I hear from sales teams or sales-driven organizations is that they can’t get people to pay attention, make decisions or quit. Sales Storytelling Carla Johnson sales storytelling Type A Communications

Please Don’t Let Your Sales Reps Nurture Leads

The Point

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. Perhaps I was an SQL (Sales Qualified Lead) at one point in the conversation, but no longer. A sales rep should be selling, period.

Which Comes First: Lead Nurturing or Inside Sales?

The Point

For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. The post Which Comes First: Lead Nurturing or Inside Sales?

Getting sales enablement right to increase results

B2B Lead Generation Blog

Sales enablement is intended to help raise performance, but a lot of efforts have backfired due to departmental silos. For example, Corporate Visions recently surveyed 500 B2B marketers and sales professionals that 20% of organization content creators “just do what they think is best” with no overarching structure at all. And all the tools and technologies meant to help boost sales productivity are now are slowing things down.

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