How To Choose The Right B2B Review Site

How to Choose the Right B2B Review Site

As reviews become an increasingly important part of the B2B buyer’s journey, many tech vendors are realizing they need to develop a proactive strategy around third-party review sites like TrustRadius, but they aren’t sure where to start. As head of Research at TrustRadius, I’m responsible for making TrustRadius.com the most useful, authentic, trusted resource for software buyers. To that end, we closely follow trends in how business software is bought (and sold), and we’ve done a significant amount of our own research on how, when, and why buyers use reviews in the purchasing process. Based on what we’ve seen, we…

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How To Get Your First 10 Reviews (and Why It Matters)

How to Get Your First 10 Reviews (and Why It Matters)

The TrustRadius Research team interacts regularly with software vendors, and we usually get a lot of questions about reviews — specifically, why reviews matter, and how vendors can go about getting them. Here are some common questions, and our answers. I’m a software vendor. Why should I care about reviews? Really just one reason — because your buyers care. Research shows that: B2B buyers are doing more research, and doing it independently. Reviews are becoming more influential as a third-party resource. In particular, buyers are looking for authenticated, in-depth, and balanced reviews. Buyers don’t trust vendors — they’d rather hear directly from end-users. An added…

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Let Your Customers Do The Talking: Session From Digital Sales Engine

Let Your Customers Do The Talking: Session from Digital Sales Engine

If you want to accelerate pipeline and improve win rate, the solution is hiding in plain site. Your customers are an incredibly powerful — and often underutilized — tool in the B2B sales process. At last week’s Digital Sales Engine online summit, TrustRadius CEO Vinay Bhagat discussed strategies and solutions for leveraging your customer’s voice to engage today’s informed buyer.

Check out the recording and full transcript below.

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The Rise Of Peer Reviews: Key Insights From The 2016 B2B Buyer’s Survey

The Rise of Peer Reviews: Key insights from the 2016 B2B Buyer’s Survey

The B2B buying cycle is becoming longer and more complex. Demand Gen Report recently released their 2016 B2B Buyer’s Survey Report, and the results show that business buyers increasingly act like traditional consumers. Notably, there is a growing emphasis on independent research, with a significant uptick in the role of peer recommendations and reviews. While this can be discouraging for marketers who are accustomed to more control over buying cycle, there is also significant opportunity for vendors who are ready to embrace these trends. Here are three key insights we pulled from the B2B Buyer’s Survey, and how you can…

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Building Trust One Review At A Time

Building Trust One Review at a Time

As user reviews spread to business software, how do you know what to trust? What safeguards are business review sites taking to ensure that their content is legitimate and representative of reality? Trust and fraud prevention has been an issue for consumer review sites since inception, but the stakes for business software reviews are much higher. The consequences for a bad software decision are generally far more severe than a bad meal or hotel stay. Software is expensive to purchase and implement, you often sign long-term contracts, and it’s painful to switch. Additionally, the number of people who can review…

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