How a High-Tech Company Created a Searchable Customer Reference Database that Tripled References and Closed Sales
The customer development group at a large, publicly held high-tech company needed a central repository of data to help identify satisfied customers willing to be references when sales associates approached new prospects. By putting together a customer reference management database filled with relevant data on customers, the company was able to cut the amount of search time from days to seconds. The new information, along with the timely way it can be accessed, has more than tripled the number of customer references at the sales force's disposal.
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