Marketing managers use several tools for converting prospects into buyers.  If your business is not using customers to tell compelling stories about your products or services, you are missing out on one of the best tools you have. Four reasons why customer references are indispensable in today’s sales environment: References build your credibility Customer references help establish credibility. They also help balance out bias that all prospects know is part of a salesperson’s pitch.  That’s because a customer’s story presents the experiences of people outside your company—people who actually use your products. Just as you’re more likely to believe a friend that praises a restaurantRead More →

What problem are we trying to solve for Vendors / Distributors/VARs? (The entity that will write us a check?) Vendor/Distributor/VAR: The main problem holding back my business is…. How can I get more real sales opportunities into my pipeline? At all. Affordably. Without having to deal with a lot of non-opportunities. “How do I run a 100-lead campaign and then focus on the 10, 20, or 30 most promising leads – leads that meet all of the key criteria for success – and add a significant portion of them to the sale pipeline?” I need an “Easy” button for lead gen or the pipeline. PerhapsRead More →