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

STRATEGY AREA
CONTENT TYPE
INDUSTRY
CS Tech Gap Visualization Tool
November 20 2019
CS Tech Gap Visualization Tool
VIEW
Channel Partner Scorecard
November 13 2019
Channel Partner Scorecard
VIEW
Conversational Commerce Guide
October 29 2019
Conversational Commerce Guide
VIEW
previous
1 of 140
right
Loading...
Customer Success Strategy
Retain More Revenue by Choosing the Right Customer Success Technology
Managing Complexity and Competition   Cloud-based Software as a Service (SaaS) software delivery has revolutionized the B2B software sales cycle. It has streamlined implementation and heightened ease of use for customers and vendors alike. For vendors, however, these bright sides have come...
Read More
Sales Strategy
The Impact of a Third-Party Perspective on Customer Experience
As CEOs and CMOs continue to invest in customer experience programs, many are starting to build internal teams responsible for measuring and improving CX.   Brad Christian, Chief Customer Officer of Market Force, challenges this approach.   In this interview segment, Brad unpacks why...
Read More
Customer Experience Strategy
75% of Customers Message Businesses to Make a Purchase—Including Yours
The Basics of Conversational Commerce   Uber has been credited with many disruptive Customer Experience Trends, so it’s no surprise that in 2015, Chris Messina coined the term “Conversational commerce” in a brief Medium article. Since 2015, conversational commerce has seen many...
Read More
Sales Strategy
How Sales Leaders Leverage Market Listening Paths When Planning for 2020
Earlier this year, SBI consultant Kirk Snider wrote, “the only way to provide a good experience is to listen to what your customer is saying.” In his article, he shares why implementing different, and numerous types of listening paths are...
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