build trust 
ViewPoint
JUNE 6, 2013
Half of those buyers trust professional associations, online communities and industry organizations as important sources for content. The most sought after content are research reports, white papers, case studies and product reviews. Via BtoBMagazine. Only 16 Percent of B2B Consumers Prefer Live Webinars. Via ClickZ.
ViewPoint
FEBRUARY 24, 2016
In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.". Simplified. : "Trust me. Measure engagement and sales productivity. I whole-heartedly agree with Julie!
ViewPoint
JUNE 8, 2012
She adds that an important way to do this is to focus on what Don Peppers and Martha Rogers call trustability—proactively building a trusting relationship with your customers. ” When you have the right data about your customers that your competitors don’t have, you can communicate with them in a more relevant way.
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