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,...

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...

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...

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...
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