3 Overlooked Benefits of Documenting Sales Wins

Congratulations! Your team just landed that big deal. You know, the one that they’ve been chasing for months. The one that required 5 demos, 35 phone calls, a 2 month security audit, 3 reference calls, 67 emails and convinced 18 people and their dog at the...

Have You Overlooked This Customer Success Component?

Did you attend the biggest customer success event on the planet – Pulse 2017?  I did, and boy was it energizing. Not because it was 4,000+ people. Not because of the surprise Vanilla Ice performance at 9am. Not because of the amazing atmosphere at the event. I...

The Reference Management Elite: Brian Piper

When a Career Pivot Makes All the Difference Meet Brian Piper Brian Piper, who’s been in his current role in Customer Marketing at the leading security information company Rapid7 for a year and half, doesn’t mince words. “I was brought in because Rapid7 had no...

B2B Buyer Trust: They’d Rather Hear It From a Peer than You!

When you need to find someone to babysit your children, or watch your dog for the weekend, or remodel your kitchen, what do you do? Do you just Google it and click on the first ad you see? Of course not! You seek out a recommendation from a family member, friend,...

Stop Wasting Money on Content Marketing with Peer-to-Peer Selling

“Half the money I spend on advertising is wasted; the trouble is I don’t know which half.” ~ John Wanamaker Content marketers should be so lucky. Experts say that as much as 60 – 70% of marketing content goes unused. Last year, the American Marketing Association...

Proactive vs. Reactive Approach to Customer Reference Management

I’ll admit it up front. As a customer reference management solution provider, we clearly have a bias on this topic and believe a proactive approach is the way to go.  Yet, so many companies out there continue to struggle with the reactive approach to customer...
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