Your sales rep is mid-deal. The prospect is interested but not yet convinced. They ask the question every seller hears: “Do you have any customers like us? Can you show me some success stories?” What happens next determines whether momentum builds or stalls. Scenario A: The rep says, “Let me get back to you.” They...
It’s Thursday morning. A sales rep needs a reference for a deal closing Friday. They ping Customer Success. CS says they’ll “look into it.” Marketing has a case study from that customer but doesn’t know if they’re available for calls. The customer gets three separate emails from three different people asking for three different things....