Reference Success: Customer Marketing Strategies and other topics

  • Why People Buy (And How YOU Can Influence)

    Twenty years ago, as a field sales person for Cadence Design Systems, I sat in a Munich airport hotel meeting room waiting for the start of a two-day training course designed, as far as I was concerned, to keep me out the field and make “beating quota” even harder. And […]

  • 2014 Summit on Customer Engagement

    The 2014 Summit on Customer Engagement is happening on February 25-26 in Redwood City, CA, USA. Are you planning to attend? This is the longest running and probably the largest event dedicated to customer references and advocates. The focus is on education rather than vendor pitching so if you’re not […]

  • Do Your NPS Promoters Promote You?

    I had the pleasure of reading Bill Lee’s excellent book “The Hidden Wealth of Customers” over the weekend. Bill has kindly agreed to provide a copy of his book to the first 12 readers who enter their details in the form below – please make sure you enter your mailing […]

  • 3 Steps to Prove the ROI of Reference Assets

    Used correctly, reference assets such as customer quotes, customer stories and audio/video interviews are invaluable in building trust and mitigating the risk for prospects looking to procure your products/services. Yet how often do you see those assets buried somewhere on a website with a one-dimensional search capability? And whose job […]

  • 3 Steps to Increase Sales Velocity

    Increasing Sales Velocity by Making Customer References a Competitive Advantage. One of my favorite quotes on selling techniques was from Jeff Mask of Infusionsoft who said: “people buy when they are ready to buy, not when you are ready to sell”. Set that next to a great data point from […]

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