How to leverage References


Delivery Type: Classroom
Sales Team Role Focus: Sales
Solution Focus: Generic for all solutions: SAP Business All-in-One, SAP Business One, SAP Business User
Short Description: This session shall introduce the topic references, referrals and testimonials. Participants will learn how to use different types of references. It will be shown, how the references, referrals and testimonials” can support the sales process, when the approach shall be applied and what impact it can have. In a group work they will share their best practices and will learn how others using references for their success.

Key elements

  • The value of references, referrals and testimonials
  • Types of references
  • Group work with Best Practice Sharing
Learning Objectives:
  • Use what has worked in the past to work into the future
  • Using & extracting references is simple…just ask
  • The Four types of references
  • Get it on with a colleague who uses the ultimate references
Business Impact / Benefits:
  • Save time and effort
  • Creating new references
  • Increase your win rate
  • Successful usage of all types of references
  • Increase your professional reputation
  • Value proof for your prospects
  • Find new opportunities
Didactical Method: Interactive lecture, exercises
Enablement Level: 2

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