You might say that a customer reference program is the secret weapon in a salesperson's arsenal. Commonly used in enterprise B2B marketing, these programs are designed to jumpstart sales cycles. A ...

The customer development group at a large, publicly held high-tech company needed a central repository of data to help identify satisfied customers willing to be references when sales associates ...

Somebody once told me that a customer who had an issue—but had their problem resolved—is a more valuable reference than a customer who’s had a perfect experience end-to-end. Our brains are hardwired ...