Tag Archives: IBM

Business Blogging 101

Posted on November 30, 2010 by Matthew Schwartz

According to Socialtext, through 2009 16% (or 79) Fortune 500 companies actively blogged, including Advanced Micro Devices, Cisco Systems, IBM, Pitney Bowes and UPS. Just a wild guess that most other Fortune 500s are seriously thinking about getting into the … Continue reading →

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Being cool to cold calling

Posted on October 26, 2010 by Matthew Schwartz

Ruth Stevens, who consults on customer acquisition and retention, teaches marketing at Columbia Business School and blogs at HBR.org. She is past chair of the DMA Business-to-Business Council and has also held senior marketing positions at IBM and Time Warner. We got … Continue reading →

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The Sweet Spot: Finding the ‘voice’ of the customer

Posted on October 19, 2010 by Matthew Schwartz

B-to-b sales execs can be forgiven if they view the “close” as the culmination of what, in many cases, can be a long and arduous process. However, for marketing guru Ernan Roman, the term “close” is deadly for b-to-b reps, … Continue reading →

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Sales-exec-as-publisher-model taking shape

Posted on August 17, 2010 by Matthew Schwartz

For Greg Verdino, it’s dangerous for b-to-b sales and marketing execs to be lulled into thinking that social media is predominately for consumer markets. In his new book, “MicroMarketing: Get Big Results by Thinking and Acting Small” (McGraw-Hill), Verdino provides several … Continue reading →

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Study: Is social a source for b-to-b leads?

Posted on June 18, 2010 by Matthew Schwartz

If you fill a glass with water, is the glass half-empty or half-full?  Sure, social-media channels offer b-to-b sales and marketing executives with the opportunity to engage with individuals who are visiting their Web sites and otherwise might not be … Continue reading →

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Selling to bigger cos. (or dealing with delete-happy people)

Posted on January 22, 2010 by Matthew Schwartz

Not long after we introduced Follow the Lead, we had an illuminating conversation with sales consultant Jill Konrath about the “price of admission” that sales execs must pay if they want a puncher’s chance of selling to bigger companies.  We were … Continue reading →

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In the dynamics of cold calling, deference is key

Posted on January 21, 2010 by Matthew Schwartz

Q&A | Peter Belanger Peter Belanger, president of Sales Rebound Associates, thinks people are pretty burnt out on the doom-and-gloom that has characterized the economy for the last 18 months. “I’m smelling a resurgence,” said Belanger, who specializes in telesales and sales training. … Continue reading →

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As hiring in sales sector trickles back, beware the counteroffer

Posted on December 10, 2009 by Matthew Schwartz

While hiring in the sales sector has been close to nonexistent for most of the year, companies are looking to hire in the first quarter, according to Brian Casey, division manager of Treeline, a sales executive recruitment firm. Casey, whose … Continue reading →

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Best asset for sales executives doesn’t cost a thing

Posted on September 29, 2009 by Matthew Schwartz

By Matthew Schwartz The terms have seeped into the sales lexicon: Sales 2.0, Sales 1.5, Web 2.0. The terms remind us that Philip K. Dick, author of  ”Bladerunner,” was probably onto something regarding where the 21st century is headed.  But terms … Continue reading →

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For sellers, knowing the ‘price of admission’ is invaluable

Posted on September 10, 2009 by Matthew Schwartz

Q&A | Jill Konrath Sales expert Jill Konrath doesn’t mince words.  Asked if sales executives will be over a barrel the next 18 months because of the economic downturn and a lack of consensus on when things are going to turn … Continue reading →

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