It’s a new year and time to assess your marketing arsenal. Do your frontline folks—your sales reps—have the success stories they need to answer the most common objections they hear from prospects?
Give them real-world examples to make the case for your solutions. Create a list of the objections and concerns most frequently heard in the sales process. Then review your current portfolio of customer success stories against that list, making note of which stories hit which objections.
Go a step further and make a one-page reference sheet that shows objections and the suggested stories reps might use to counter them. Be sure that reps know where they can access stories when needed.
Then your sales team is equipped with compelling customer examples to share with prospects at just the right time!