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...

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,...

Achieving Sales & Marketing Alignment With Happy Customers

In a January 2017 Harvard Business School article on corporate alignment, there was a statement that made me pause. Companies are spending $12 billion on Sales Enablement annually, not counting the billions spent on CRM systems.  The article then when on to mention...

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...

Customer Reference Efficacy

Please re-read the title of this article.  No doubt, Customer Reference Efficacy is a mouthful and probably a Sales & Marketing metric you rarely think about, if ever. Yet if you were to ask sales leaders how important References are to sales cycles you would get...

Customer References & Excel Spreadsheet: Don’t Be Like Nelly

It’s safe to say that Nelly – the American hip hop artist – hit his prime in the early 2000s. There was no denying Nelly’s influence: from normalizing the use of a Band-Aid as a fashion accessory to the proliferation of “Hot in Herre”, Nelly was clearly a force in...
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