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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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Sales Enablement & Customer Advocates

· Customer Reference Programs

Sales Operations
Just read a great blog post fromĀ Jim Ninivagg of SiriusDecisions entitledĀ What is Sales Enablement? There were a number of interesting data points that reinforce the strong connection between Sales Ops and customer references. We’re always excited to see reference programs residing in sales operations because of the potential for closer alignment with the sales force, but it’s not common.

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Marketing Automation Supercharges Customer Reference Programs

· Customer Reference Programs, System

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Attracting VP and C-Level Customer References

· Best Practices, Customer Engagement, Customer Reference Programs

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