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The Value Gap and Customer Advocacy

· Customer Reference Programs

The Sales environment has changed in many ways in the past 5-10 years, depending on your industry. The change having the most impact in B2B is that buyers do far more research today before contacting salespeople.

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Webinar: See the first native customer reference management app for Salesforce

· Customer Reference Programs

Finally, customer reference management software built just for Salesforce®!

If your company uses Salesforce and you don’t have an app to manage your program, or your needs have out paced your current solution, see what’s possible with a native Salesforce app purpose-built for customer reference management. Hear from Wendi Wolfgram of FrontRange Solutions who will describe the before and after difference a native app makes. Join us and bring your sales ops colleagues too to see ReferenceEdge™ in action!

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CRM and Customer Reference Management Together (as it should be)

· Customer Reference Programs

It’s been 9 months since we launched ReferenceEdge℠, a native customer reference management app for Salesforce®. When we embarked on our journey to build on the Salesforce platform we did it with great anticipation. The promise of leveraging the Salesforce infrastructure, reporting and dashboard tools, workflow features, granular permissions capabilities and more, made us giddy.

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How Can Marketing Help Sales Hit Quota?

· Customer Reference Programs

We all know that the toughest part of sales is hitting quota, but do you know the average percentage of salespeople that don’t hit their quota? That number is 40%! That strikes me as a pretty high number, but also one that customer reference teams can significantly impact, which is pretty exciting for marketing or sales enablement.

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Where Should I Spend My Time as a Customer Reference Manager?

· Customer Reference Programs

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Digital Video & Customer Reference Programs

· Customer Reference Programs

A new study reported by eMarketer confirmed that the influence of video on B2B buyers is no different than in the B2C space. We like to watch and be entertained by videos, and in particular, videos that tell a story.

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How to Create a Winning Partnership with a System Integrator

· Best Practices

We recently completed a deployment of our customer reference management app, ReferenceEdge. This was for an important, long-standing client, and in partnership with Deloitte. This was a new experience for us since we typically operate independently, separate from a larger IT project. In this case Salesforce was being deployed at the same time and we were one of a handful of other solutions included in this early roll-out phase.

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Where Sales and Marketing Meet: CRM and the Customer Reference Program

· Customer Reference Programs

The internet and bookshelves are full of articles, anecdotes and self-help-for-business on the topics of getting Sales and Marketing more in tune with each other, breaking down “us and them” barriers, and becoming more effective for higher company performance. Customer Relationship Management (CRM) software was supposed to help (or force, depending on who you spoke to) the teams, with allegedly the same end goal, to work together.

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Marketing Operations. New Home of Customer Reference Programs?

· Best Practices, Customer Reference Programs

There was an CMO.com interview with Tony Jaros of SiriusDecisions concerning how marketing departments need to organize for the future. A couple of key observations/recommendations stood out to us: [Read more →]

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Got Salesforce? Meet ReferenceEdge!

· Customer Reference Programs, System, Tools

Sales Operations

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