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The role of customer advocacy in sales and support
productmarketingalliance.com
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During this stage, don't just give your target audience the ‘fluffy’ stuff. Whilst some of the fluffy stuff is important, you need to demonstrate what's making a difference to them. Your senior leaders are interested in revenue, what's been generated or what's being influenced, or what's even being protected. “From a sales perspective, it's about new business referrals and how you can get them involved in the reference process.” Similarly, your customer success team will love you because you're making it easier for them when it comes to renewals. You'll also get good handles on how to position, cross-sell and upsell opportunities, but also help them get the most from the product they bought.