PHASE 8: ADVOCACY PROCESS

Leverage your successful relationships to generate references and referrals both inside the account and to other accounts to grow revenue.

 

Customers who achieve their desired outcomes are likely to be a reference (they will tell other customers about their success) or a referral (they will proactively introduce you to their peers). A process which allows you to create this at scale can lead to transformative growth.

Rapid Diagnostic

1. You have a defined process to have customers refer us from one buying center to another.

2. You leverage successful customers into case studies that help us win new logo business.

3. Your case studies resonate with customers and prospects.

4. You have a process to identify and proactively act on internal referrals.

5. You have a process to obtain, curate, and distribute customer references.

6. Your reference database is clearly labeled by company size, industry, and use case.

7. You effectively manage your reference database, so you do not over-utilize the same references.

8. You have a defined process to have customers refer us to new logo customers.

9. Your new logo team has a process in place to convert referrals into opportunities.

10. You have a program in place to engage buyer and influencer personas when they are in career transition.

Deliverables

• Customer Referral Process – New Buying Centers

• Referral Process – New Customers

• Reference Management

• Case Study Process

INDUSTRY
STRATEGY AREA
CONTENT TYPE
Q1 Research Report for Private Equity
March 21 2019
Q1 Research Report for Private Equity
VIEW
Product - Sales Engagement Scorecard
March 21 2019
Product - Sales Engagement Scorecard
VIEW
Win Strategy Tool
March 19 2019
Win Strategy Tool
VIEW
previous
1 of 111
right
Loading...
Customer Experience Strategy
For Revenue Sake, Act Now to Engage Buyers and Influencers During Career Transitions!
Tis the season – we’re past the holidays – tis the season for career transitions. End of year bonuses have been paid, budgets have been set, and resource decisions have been made. Your first thought may be “oh no, there...
Read More
Customer Experience Strategy
Customer Experience – How to Benchmark Yourself to Best In Class Companies
In a recent article, we defined the right Key Performance Indicators for Customer Experience. If you have invested the time to collecting this information, your next step is comparing yourself to other companies.   Before we compare your Customer Experience to other...
Read More
Sales Strategy
Implementing an Advocacy Process as Part of Customer Success
Advocacy is on fire!  Why? Because harnessing passion from advocates is an authentic way to drive customer intimacy and revenue growth.  Research from the Demand Gen Report shared that as much as 84% of buyers seek input from their peers...
Read More
Sales Strategy
What’s New in Enabling the Customer Success Function?
Download The 90 Day Sales Enablement Plan for Customer Success. In this tool, we review the core functional accountabilities for sales enablement leaders, which of these accountabilities need to be leveraged to enable customer success managers, and a 90 workplan...
Read More

Stay up to date with our latest insights, benchmarks, strategies & more

CREATE AN ACCOUNT

Join our team of passionate professionals and find your full potential

ALL OPEN POSITIONS