Lee Salz offers an article on ManageSmarter.com about reference checks performed by prospects at the final stage of a sale. We go back and forth on this topic often at Select Metrix. Many times prospects want references, but often they do not follow up on them. However, when they do contact references, this is what occurs: Many buyers look at the reference step of the buying process as their opportunity to validate the potential supplier’s message. In essence, prospects are searching to ascertain whether a supplier can deliver on the promises made during the buying process. Can the supplier really handle this size account? Are they really that fast or… Read More
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