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Are Your Customer Success Stories “Executive Sticky”?

Customer testimonials are a widely used prospecting tool by most of you who sell technology solutions.   I’ll let you in on a little secret … most of your customer success stories aren’t “executive sticky”.  They don’t provide sufficient business value insights or compelling financial reasons to dig deeper into your solution.  They don’t act as a catalyst to make your executive engagements, well, more “engaging”.

Today’s executives know a lot about your company before they ever agree to talk with you.  As a buy-sideexecutive, I did my homework to get ready to meet prospecting B2B sales professionals.  If they piqued my interest enough to get on my calendar, I intended to get a ROI on the meeting.

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