Overcoming the Top 4 Reasons Customer Reference Programs Fail – Sales Leadership Support

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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.

Overcoming the Top 4 Reasons Customer Reference Programs Fail - Executive Support

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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.

Top 4 Reasons That Customer Reference Programs Fail

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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.

The Customer Reference Program Intersection with PR: Award Nominations

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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.

Avoiding The Dark Side of Customer Reference Management

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Bogus customer endorsements posted on seemingly genuine blogs are getting the attention of the FTC.

Customer Reference Program Maturity Model Podcast - Element 11: Horizontal Integration

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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 Maturity Model Podcast - Element 10: Program Promotion

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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.

25 Practical Ways to Insert Customer References Into Your Communications

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Here are 25 ways to use customer success stories in your sales and marketing to increase buyers' trust.

Customer Reference Program value - A metric that will resonate with executives

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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.

Customer Reference Program Maturity Model Podcast - Element 4: Field Relationship

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In this podcast, the fifth in the Customer Reference Program…