Customer testimonials strengthen any sales message. Putting tangible evidence behind your value proposition can be the difference between a won opportunity and one that falls flat.
Effective proof points speak to the priorities and the perspective of your customer. They will only be meaningful if they show the value and differentiation your prospects are looking to achieve.
Proof points are one of the areas where it is critical that sales and marketing are aligned. Marketing has the skills and resources to make the proof points compelling and easy to consume for your sales prospects. However, sales has the customer relationships needed to measure and gather the success metrics. Without your sales team taking an active role in identifying customer proof points, they will never be an integrated component of your sales process.
Click here for the five reasons you should take an active role in gathering customer testimonials, our guest post on HubSpot’s Sales blog