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SUPERION – Sales Playbook
Use of References/Testimonials
Client references (those using our services/solutions) is the best source of information our prospects can
utilize. If we say it, it’s skeptical; but if a customer’s peer (someone else just like them that shares many of
the same issues or concerns) says it, it’s instant GOLD.
Be sure you always use references and testimonials whenever possible. They will help shorten your sales
cycles. However, that said, you are responsible for checking first before providing a reference to ensure
the customer is still on board and happy. You don’t want to skip this step and hand out the name and
contact information for someone who has a recent unresolved issue. Do your part!
While a few references can be found on www.superion.com under Success Stories; check with the
appropriate Account Managers (AM). They are ultimately responsible for maintaining the referenceability
of our accounts. You need to truly collaborate with AMs and CSEs to ensure you utilize the best resources
for your deals.
3/8/2018
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