01/22/07 Tip of the Week. Sales Process: Tip 9 - Use customer references effectively.

January 20, 2007 from Mark Perry

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When providing customer references to a sales prospect, ensure the following three conditions are met. First, the prospect is qualifed and all issues and requirements needed to make a purchase decision have been satisfied. Second, the customer reference is similar in terms of the business use case for the solution offering, and ideally industry and size of company, as the qualified prospect. And third, ensure the customer reference contact is of the same “buyer-type” of the qualified prospect, ie. technical, economic, user, champion.


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