Key features of the best Customer Reference Management Software
Key features include:
- Centralized repository for all customer references
- Easy search and filter options
- The ability for Sales reps to find and select customer references
- Integration with CRM systems
- Automated reference requests and tracking
- Analytics and reporting
Benefits of Customer Reference Management Software
The main benefits of customer reference programs done well are:
- Speeds up the sales cycle
- Enhances credibility with prospects
- Reduces the manual effort of managing references
- Provides insights into which references are most effective
- Improves customer satisfaction by not overusing the same references
In my experience, the larger, the sales team, the more likely you’d benefit from customer reference software.
This is because the time and effort spent on managing references — finding the right ones, reaching out to them, getting them to agree to the call, setting up the right time, etc. — could be considerable. I’ve heard of teams having multiple employees who just manage customer references…
Customer reference software can automate much of the process, helping make it more self-serve for customer-facing staff, freeing up time for whoever manages the customer reference program to deliver more value in their role.
Who uses Customer Reference Management Software
Typically, it’s run by Customer Marketing, and used by sales.
If you’re in B2B and your organization is sales-lef, this is your jam.
Implementation of Customer Reference Management Software
It’s like setting up a new filing system but way more high-tech. You’ll need to import your existing references, set up processes and integrations with your CRM, and train your team.
It’s not so straightforward and involves a lot of initial legwork, but it can ultimately save time and headaches, especially for organizations with large sales teams.
