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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

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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