The Proven Way To Do Reference Selling
- by Elay Cohen
- September 29, 2017
- Sales Skills
SalesHood - Sales Enablement Platform
How are you and your teams using reference selling in your sales and customer success pursuits? How are you setting up reference calls for success? How are you preparing your buyers and reference customers with briefs to maximize conversations and reference call outcomes?
Here is a list of best practices that are proven and used by the most experienced enterprise sales professionals.
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood, a SaaS sales enablement platform and community for sales professionals. Elay is the former Senior Vice President of Sales Productivity at Salesforce. Recognized as the company's "2011 Top Executive", and credited for creating and executing all of Salesforce's sales productivity programs that accelerated its growth from $300M to $3B+ in revenue. The sales training and sales support innovations delivered over these years by Elay and his team to thousands of sales reps resulted in unprecedented hypergrowth. He also created the Partner Relationship Management (PRM) category.
Based on my experience leading Sales Productivity at Salesforce, accelerating revenue from $300M to $3B, we’ve packaged our proven methodology into SalesHood, helping client after client achieve record breaking revenue growth.