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...

What Sales Prospects Look for in a Customer Reference

“I know someone in a similar position that is facing this same kind of problem.  Would you like to talk to them?” These two sentences are like gold coming from a sales rep and sum up everything a sales prospect wants from a reference.  In short, it tells...

What the Heck Does Sales Enablement Mean, Anyway?

Earlier this year Jim Ninivaggi, the Service Director of Sales Enablement Strategies at SiriusDecisions, wrote a blog post analyzing the term “sales enablement.” He noted, “Unlike established corporate functions like accounting, finance and marketing, sales enablement...

Mobile’s Growing Role in Sales Enablement

It’s no secret that the use of mobile devices – from smartphones to tablets – has skyrocketed in recent years. People are becoming more dependent on their mobile devices for everything, from keeping in touch with loved ones to staying on top of business activities....

Sales Enablement Best Practice: Using Your Best Customer Stories

Would you be surprised to hear that 94% of marketers say customer stories are the most compelling and effective content you can use? In fact, peer recommendation and endorsement is one of the most influential marketing tools for many B2B high-tech, healthcare and...
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