Takeaways Get Something in Return: Whether it references, case studies, access to your C-suite, or proof-of-concepts, there are only so many things we have in our bag as sales reps. So, before you give away the farm for customer requests, make sure you’re getting something in return for each ask. Overwhelm the Prospect's Request: Once you decide it’s time to send over references, overwhelm them with your approach. If they ask for two, give them four and do it as fast as possible. This shows that not only do you have 100% faith in your product, but your existing customers do too. Bonus tip - this also works in the prospecting stage. Send over testimonial quotes from existing customers who are in a similar industry. Leverage as Many People as Possible: James considers himself a resource hog and wants everyone in his company to know about every deal he’s working on. With that, he’s able to align his CEO with his prospect’s CEO, his VP of Technology to his prospect’s VP of Technology, any subject matter experts that are relevant to the opportunity and obviously as many customer references as possible. Full Notes https://www.salestuners.com/james-purvis Book Recommendation How to Win Friends and Influence People by Dale Carnegie Sponsors Costello-What if every sales rep inherited the habits of your best rep? With Costello, they do. Pipedrive-The pipeline-centric system is strategically built on a proven selling methodology that keeps teams focused on the only thing they can control in sales – actions that push deals to close.