Customer Validation is powerful
Validation by other customers legitimizes offerings, reduces perceived risk and speeds the buying cycle. These statements and verification of value delivered are some of the most powerful tools available to a sales organization.

Waiting too long
Most sales organizations wait too long to request references and referrals, and frequently overuse those available.

Early is better
Clients are more likely to provide positive testimonials when requests are positioned early in the sales cycle. Vendor involvement in results tracking and reporting helps to assure the accuracy and impact of references and referrals.

Our Solution

• State early in the sales cycle that you will be asking permission for references .
• Gather the information before it is required as a normal part of your value tracking.
• Use references judiciously after other major issues are resolved.
• Establish that acceptance is expected if the reference meets expectations.

◄ Back | Results / About Us ►