RevOps best practices: How to get Customer References

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1. CRM checkbox “Another way to streamline your referral process is to use your CRM to notate accounts and contacts willing to be referrals.” You can do this by asking your RevOps or SalesOps teams to build a field that enables your team to put a checkbox on the account record for easy updating and reporting.

   In CRM referral data management

2. Another way to streamline your referral process is to use your CRM to notate accounts and contacts willing to be referrals. This is also a great way to build out contact lists when you need a wave of positive reviews across sites like G2, Capterra, and TrustRadius. “You can do this by asking your RevOps or SalesOps teams to build a field that enables your team to put a checkbox on the account record for easy updating and reporting.” Sales enablement should follow to: 1. Encourage your reps to ask customers if they’d be willing to be referrals 2. Build this step into the reps’ daily CRM hygiene processes

   In CRM referral data management

3. Community referrals “Professional communities are a great place to grow and amplify your customer referral program.” We, for example, are active in RevOps Co-Op, Pavilion, Women in Sales, and RevOps Alliance. These virtual spaces give us the opportunity to share helpful content and resources and answer questions that relate to our area of expertise: sales compensation.

   In Online professional communities

4. But it’s not only the high conversions. “For many buyers, purchasing processes kick off by asking for peer recommendations from a trusted B2B referral program.” “I start by getting recommendations from people I know who have used a few of the tools we’re looking at,” said QuotaPath RevOps Manager Brandon Smith.

   In Peer and referral networks