Why You Aren’t Getting More B2B Referrals
In business (and in life), the best relationships start with a referral from someone you know. Every company wants more B2B referrals—but they’re often the most elusive type of lead to capture. It’s not easy to put your customers in the mood to fill your sales...
The 4 Keys Of A Successful Referral Program
Think about how you’d first hear of a product you wanted to buy, or a restaurant you were going to visit today VS. 15 years ago. Now, we rely on the opinions of friends on social media—or strangers on review websites—to influence how and where we spend our money. This...
Going, Going, Gone! How We Auctioned Our Way to 26 Hot Customer Referrals
You’ve probably heard marketers say that “business-to-business” really means “boring-to-boring”. Unfortunately, people say this for a reason. Most B2B marketing is boring. B2B companies tend to talk more about themselves than they do about their customers. Their...
The Sales Process Is Dead—Here’s How Sales & Marketing Can Survive
The traditional B2B selling process is dead. Buyers can narrow down a list of potential vendors without the help of a sales rep, thanks to online resources like product review websites, private forums and social networks. However, this doesn’t mean the need for sales...