This post addresses the fourth most common reasons customer reference programs fail: technology, or more specifically, a lack of technology. But a tool can only be as successful as the data stored within. These are our thoughts on why both are very important considerations.
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About David Sroka
This author has yet to write their bio.Meanwhile lets just say that we are proud David Sroka contributed a whooping 61 entries.
Entries by David Sroka
Securing sales leadership support for the reference program is a keystone in a program’s success. It is this group that can change sales rep behavior more than any other. This post talks about the reasons for lack of support and how to deal with them.
Gaining executive support for a customer reference program is an essential ingredient to a successful program. Here’s our prescription for gaining and maintaining support.
The dark side of our business is that not every customer reference program that gets launched has a story book ending. Here are 4 of the most common factors that determine success or failure.
Customer reference programs can help many other marketing functions add impact and authenticity through the relationships they manage. Award nominations are one of these ways. Here’s a real-world story of how one client helped PR.
Bogus customer endorsements posted on seemingly genuine blogs are getting the attention of the FTC.
This podcast provides our vision for coordinating customer reference activities between marketing teams across the enterprise for more effective leverage of your most important selling assets.
Customer Reference Program promotion, from launch forward is so critical to creating momentum and support from key executives. Here is a discussion of what’s worked for our clients and how to get off to a great start.
Here are 25 ways to use customer success stories in your sales and marketing to increase buyers’ trust.
There are a number of ways to show the value of a customer reference program. The options for proving strategic value to the organization are more difficult. Here’s an approach formulated by SAP using Net Promoter scores that’s quite brilliant.
Point of Reference, Inc.
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