Over the years I would bust my behind with lead generators, network meetings, relationship building, lunches, Starbucks, etc. to get a qualified lead for my sales team. “Keep me in the loop” is the only prerequisite I ask in order for them to receive these sales leads. Simple right?
You know the scenario. 11th hour of the sales process and you’re pretty sure you’re in the lead. The email or call comes and… they ask for “3 like company, size, and type references”. You’re now officially freaking out! Immediately you send an SOS message out to everyone begging for a letter of recommendation. No one answers the call. What the… Now what?
Are you credible? In this fast paced ever-changing sales environment credibility has become a key differentiator. Most times it’s what makes sales and why customers become referenceable. Yet I think most of us really don’t pay attention to our credibility like we should.