9 elements of influential customer references in b2b software sales
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9 Elements of Influential Customer References in B2B Software SalesSoftwareSalesSchool.com
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Q: What’s the Most Powerful Influencer in B2B Software Sales?A: Social Proof of your value. That comes from Customer References.
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Q: What Determines the Effectiveness of Customer References?A: There are 9 Elements you must fine-tune to amplify your references.
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9 Elements of Influential Customer References in B2B Software Sales
Value: What Measurement?
7. Terms 8. Quality 9. Quantity
Endorsement: How Believable?4. Authority 5. Specificity 6. Objectivity
Relevance: Why Comparable?1. Market 2. Function 3. Solution
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RELEVANCE
Q: Why is your reference relevant to the prospect?
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RELEVANCE
Q: Why is your reference relevant to the prospect?
A: Their Markets, Functions, and Solutions are closely comparable.
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1. MARKETReferences with similar industry, products, or customers pull the most weight.
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FUNCTIONDoes your reference perform the same job as your prospect?
Comparable job roles are highly influential.
Break down the barriers to change.
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SOLUTIONAre you proposing the same solution as the reference?
You have leeway in what you sell… but not too much.
Dig into real problems.
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SEMENT
Q: How believable is your reference to the prospect?
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Q: How believable is your reference to the prospect?A: Their Authority, Specificity, and Objectivity are highly convincing.
ENDORSEMEN
T
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AUTHORITYHow senior is your reference customer?
Higher level references with responsibility for results score big.
Overcome objections through authority.
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SPECIFICITYWhat format does your reference take?
A 1:1 live talk is more impactful than 1:100 published media.
Show change as best option.
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6. OBJECTIVITYWhat’s in it for the reference customer?
Unassociated 3rd parties are the most believable.
Consistent fairness builds trust.
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Q: What results achieved by your reference matter to the prospect?
VALUE
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Q: What results achieved by your reference matter to the prospect?A: Match Terms, Quality, and Quantity of results to the needs of the prospect.
VALUE
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7. TERMSWhat’s being measured? ROI, TCO, IRR, NPV, EVA?
Match the prospect’s financial metrics for maximum influence.
Set clear business measurements.
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8. QUALITYIs the reference closely associated to end results?
Improved outcomes outscore enhanced inputs or outputs.
Show them better ways to achieve goals.
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QUANTITYHow much improvement can you actually count?
Unquestionable numbers make the difference!
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Influential Customer References Score High in the 9 Elements.Successful B2B software sellers use effective customer references.
Learn to Elevate Your Customer Conversations in B2B Software Sales
SoftwareSalesSchool.com
Gregg NicholsChief Sales Strategist
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