We invite you to peruse our library of educational articles below relating to best practices, topics and trends relevant to customer reference management and sales enablement in today’s ever-changing business environment.
Sirius Decisions Research Brief
Advocacy programs have benefited from new technology solutions, with many companies planning additional technology investments to support expanded execution scale.
As customers increasingly leverage technology to seek peer-to-peer recommendations and reviews to help make buying decisions, b-to-b organizations also can take advantage of tools to optimize their customer advocacy efforts.
The modern B2B buying journey has evolved. The internet empowers buyers with more access to information, most likely 50 to 80 percent of the way through their cycle before they engage a salesperson. In response, sellers are producing more content marketing than ever to touch buyers earlier; but, ironically, they are making B2B buyers feel more overwhelmed – and even annoyed – by all the online content and clutter.
Customer relationship management (CRM) platforms, like Salesforce.com, are fantastic and comprehensive customer databases. Because of the versatility and power of such platforms, many companies attempt to use them as a customer reference management platform as well. Discover the challenges of this strategy when it comes to customer reference management, and the solution to having your CRM and your reference app all-in-one.
Sales and marketing alignment is a major problem plaguing many companies today. Find out why the secret to solving the problem centers around a strategy of understanding of your customer and the ways sales enablement technology can help your organization on the road to successful alignment.
We all know customer references are important to influencing new prospects, but if your references are coming across with the wrong message or method, they may actually be hurting your chances to win the new deal. Learn 5 insider tips on how to get the most out of your customer references.
Nobody likes a pushy sales person. But being pushy isn’t all bad if you’re NOT in sales. We’re talking about marketing departments. Find out why being a little pushy about marketing collateral and sales assets is not only okay – it’s a requirement if you desire any success in your program!