Slide 35
Slide 35 text
© 2013 Appiphony, LLC All rights reserved.
Reference Customers: The best sales tool
• Testimonials and references shorten sales cycles and reduce the
cost of sales while avoiding downward price pressure
• Also avoids “Hail Mary” sales tactics, selling to firms that are a
poor fit, overpromising and excessive comparison to competition
• Six references in each major vertical is a good target for enterprise
products
• 10-15 is a good target for consumer products, though those will
require less management
Source: “The Power of Reference Customers” by Marty Cagan (http://bit.ly/1cpgAhU)