We all know that buyers today put way more trust in what your customers have to say than they put in your marketing messages and sales promises. This means the most important thing you can do to drive growth is to create successful customers, and showcase the value and success they experience to acquire more customers and expand those relationships.
But the way most marketing and sales teams attempt to mobilize customers to market and sell for them is way outdated. These methods don’t serve the needs of buyers, who don’t want to read 4 page PDF case studies or watch your over-produced testimonial videos. And they’re a huge burden to your customers, who hate taking endless customer reference calls.
In this interactive discussion, you’ll learn:
• What 1,000 buyer interviews reveal about the questions, fears, and doubts that keep people from buying from you, and what insights they need to trust you enough to buy.
• Why traditional forms of customer evidence like case studies, reference programs, and testimonial videos fail to give buyers what they need, and actually push them away.
• 8 ways to go from struggling to get customers to share their voice, to having customers climb over each other to take advantage of every opportunity you give them to talk.
• How innovative, customer-led marketing and sales leaders are unleashing customer voice to acquire new customers and expand within existing accounts.
About the Discussion Leader:
Jeff Ernst is founder & CEO of SlapFive, which helps companies launch customer voice programs to capture and unleash their customers’ voice at scale. He is a well known expert in B2B marketing, customer experience, and customer engagement. He is the author of From The Horse’s Mouth: How to Get Customers to Share Their Voice and The New Rules of Sales Enablement. Previously at Forrester, he was Principal Analyst where he researched and advised CMOs and CEOs on customer engagement and buyer behavior, and was Forrester’s VP of Marketing where he launched the first-ever global customer voice and engagement program. Jeff speaks from research, experience and lessons learned the hard way, rather than theory and fluff.