American essayist Agnes Repplier once said, “There are many ways of asking a favor, but to assume that you are granting the favor that you ask shows spirit and invention.” This quote reminds me of the ...

Harnessing the power of references and referrals seems like an obvious win. What could make more sense than to leverage the enthusiasm of happy customers to convince buyers that they need your ...

Salespeople work under the pressure of a very competitive environment, and they want access to any tool or resource that will help them win business. And, as with most large corporate purchases, the ...

Part 1 of this series discussed the evolution of customer reference programs and gave guidance on how to create a program that's a strategic asset to your company. This article discusses the next ...