Before Thursday: who else like us uses you? Ideally a fintech team in Europe.
For Sales Enablement
Customer proof for sales enablement.
One library of approved customer proof that reps filter and send themselves, so reference requests stop going through one person.
- Marlow CreditLondon, UK3 proofOpened
- Northgate PayToronto, Canada5 proof
- VeradoLondon, UK2 proof
Good question. Marlow Credit is a fintech team in London:
“Our onboarding went from weeks to days.”
g2.com/…/marlow-credit…/wall/halberd
Reps need proof in the middle of a deal.
Buyers ask who else uses you.
They ask early, often on the first call, and they want a customer in their industry or region.
The answer has to be checkable.
A named customer with a link to their review does more than a slide of logos.
New reps don't know who to mention.
They don't know your customers yet. If they can find proof on their own, they'll use it in their first deals.
The reference library lives in someone's head.
Slack#salesAnyone have a fintech customer in Europe we can reference? Call is tomorrow.
PowerPointCustomer proof v7.pptxLogo slide. Built last year, some contacts have moved on.
Sticky noteTo do
Ask CS for a reference for the Halberd deal
Reps ask in Slack.
"Anyone have a fintech customer in Europe?" Then they wait.
The deck is out of date.
The proof slide was built last year, and some of the customers on it have moved on.
Every request goes through one person.
Someone in marketing has to remember who said what, then dig it out for each rep who asks.
What reps get from one reference library.
One library for every rep.
Reviews, posts and videos with the customer's name, company and date, in the Proof Library. For the setup steps, see how to build a customer reference library.
A customer like the buyer.
Filter customer companies by industry and size, or search them by location. Open one to see every piece of proof from it. See Advocate & Company Mapping and Enrichment.
One line for a follow-up.
In a long review, highlight the one line that matters, or let AI draft a short hook from the customer's own words. Paste it into a follow-up.
A page to send after the demo.
A Wall of Love built for one deal, with customers from the prospect's industry at the top.
Post
New reps find proof without asking around.
Reps answer the reference question from the library themselves. New reps send the same proof your best reps use. Requests stop going through one person.
Questions from sales enablement teams.
Where do reps find customer proof?
In the Proof Library. Reviews, posts and videos sit there with the customer's name, company and date, and reps filter and send them themselves.
How does a rep find a customer like the buyer?
Filter customer companies by industry and size, or search them by location. Open one to see every piece of proof from it.
Can a rep send one line from a long review?
Yes. Highlight the line that matters, or let AI draft a short hook from the customer's own words. The original review stays as it was.
Is the proof in the library verified?
Only verified proof appears in the library, and nobody edits the words, so what a rep sends is what the customer wrote.