Welcome to the Deeto Hub

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Introduction

You know the drill - your prospect is on the cusp of closing the deal, but they need one more reassurance: a reference call. 

Cue any AE’s worst nightmare. Finding the proper reference, getting them to respond to your emails, coordinating schedules between the prospect and reference, and the list goes on. 

Although most of us can agree that having your happy customers share their raw and authentic experiences with a prospect could be a game-changer, the hustle and bustle of making it happen are just too much. 

Let’s see how we can change that. 

The Current Landscape

The typical scenario in the B2B Tech industry involves your Account Executive (AE) trying to seal the deal. Prospective clients turn to review platforms, seek permission to contact existing customers for insights, and initiate a complex communication process between AE, CS or Customer Advocacy, and your references. This time-consuming process is never complete without an abundance of back and forth emails, scheduling, issues, and an overall hustle for all parties involved. 

The Problem

Not only does this process pose a threat to your deals at the most sensitive stage, but it creates real and unnecessary stress for all teams involved. The complexity and lack of organization in today's social proof procedures hinder the efficiency of your deals and impact the overall experience for your team, your references and the prospect. In a world accustomed to fast and streamlined digital interactions, a company seeking optimized growth practices must adapt to provide a smoother, more accessible referencing  experience.

Practical Steps to Elevate Your Social Proof Game

1. One-stop-shop: Establish a unified platform, be it a customer advocacy platform or a dedicated Slack channel, where interactions with satisfied customers can occur seamlessly. 

Pro tip: A good first step is to create a CRM field where you can mark your top customers, and invite them all to join one communication channel (be that a Slack channel, Email list, etc.). 

‍2. Personalize their experience: Empower your customers by allowing them to choose how and when they contribute. Implement personalized scheduling for reference calls and tailor prompts for reviews to make their involvement convenient and meaningful.

Pro Tip: Create a Google form and ask your customers to share which advocacy tasks they would be willing to participate in (write a review, record a video testimonial, participate in public speaking events, etc.). 

3. Acknowledge their support:  Implement a personalized reward system to express gratitude at each step. Consider sending thank-you cards, offering gift cards of their choice, or even making a donation to a cause they support.

Benefits 

Implementing the changes mentioned above will completely transform your reference game. From recruiting powerful advocates, to smart-matching them with the right prospect for highest conversions - there’s a whole lot to gain. 

Deeto Can Help

Enter Deeto – the solution to revolutionize your B2B Tech social proof strategy. In the Deeto platform, we simplify the process, allowing customers to onboard themselves, choose their preferred way of assistance, and effortlessly set their availability. With smart matching, auto-scheduling, and advanced AI, Deeto transforms customer feedback into a robust social proof library that authentically reinforces your unique selling points.Oh, and we take care of the rewards as well. 

Experience the next level of referencing management with Deeto and witness a seamless, stress-free journey for your team and valued customers. See how it works.

‍Intro

Are you tired of spending thousands of dollars and way too much time trying to prove your worth to your prospects? We understand your struggle. Here's an interesting thought - We believe that there's one, very versatile tool, that most companies underutilize - Social proof. 

Yes, this ancient  (and sometimes vague) lost art. 

Or, if you ask us -  the new word-of-mouth for the business world. In this blog post, we'll dive into why social proof is the key to boosting your sales while keeping your GTM budget under control and how utilizing your happy customers can directly help you close more deals.

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Understanding the Power of Customer Advocacy in Modern Day Business

In today's competitive business landscape, prospects are inundated with a multiplicity of information and suggestions as to all of the tools they can use & buy. This red ocean of never ending propositions brings with it a few distinct challenges. 

- Our trust levels as buyers are on a downward spiral.
- We have a limited attention span being divided between a multiplicity of overcrowded channels.
- The competitive landscape has become a unified stone of paid ads and cold calls. 

Customer advocacy provides a powerful way to cut through the noise, boost the authenticity and capture the attention of potential customers. By harnessing the positive experiences and recommendations of existing customers, businesses can build a solid foundation made of trust and credibility, stand out in the crowded marketplace, and create a new and leaner angle to their sales efforts. 

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The Role of Social Proof in Digital Word-of-Mouth

Simply put, social proof has become the new word-of-mouth. With the abundance of online reviews and recommendations, prospects rely heavily on the opinions and experiences of others during the research phase and even more so, before making a purchase decision.
This shift in our behavior highlights the importance of leveraging social proof to not only gain trust, but to provide solid assistance in your prospect’s pre-purchase research and evaluation efforts.

If you quickly zoom-out, you will notice that the leading brands of the world have been putting social proof at the forefront of their strategy for years - whether through reviews, an entire ““Customers frequently viewed” section, or one-on-one reference calls. Even Apple has made the conscious decision to use a picture taken on an Iphone by a real customer as part of their recent NYC billboard campaign - rather than hiring the best photographer in town. 

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Practical Steps to Implement Customer Advocacy in your Company

In the Deeto platform, we help you take your social proof game to the next level. From allowing customers to onboard themselves, letting them choose how they want to help, and making it easy and frictionless for them to create social proof in a way that is easy and convenient.  With our advanced ML and AI we are able to transform the most basic customer feedback into an abundant social proof library that reinforces your unique selling points in the most authentic way. See how it works.

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Introduction:

In today's technology-driven world, where innovation is relentless, and competition is fierce, the role of tech salespeople has become increasingly crucial. They are the connecting tissue between technology companies and potential customers, responsible for conveying the value and benefits of their products or services. However, as the landscape becomes more complex, so does the perception of credibility within this realm. This blog post delves into the shifting dynamics, highlighting how the credibility of tech salespeople is being challenged while the credibility of real customers remains solid.
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The Traditional Credibility of Tech Salespeople:

1. Traditionally, tech salespeople were seen as authoritative figures with extensive knowledge about their products and services. Their expertise and ability to address customer concerns and provide tailored solutions were highly appreciated.
   They were seen as trusted advisors, relied upon to guide customers in making informed purchasing decisions.
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The Changing Technological Landscape:

2. The rapid advancements in technology have given rise to a more informed customer base. Consumers now have access to a wealth of information through online research, customer reviews, case studies, testimonials, and user forums. They can assess products and services based on their unique requirements and preferences. This shift has challenged the traditional role of tech salespeople, as in many cases, customers enter sales interactions equipped with detailed knowledge.
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Credibility Challenges for Tech Salespeople:

3. With increased access to information, customers have become more discerning and skeptical of sales pitches. The perception of salespeople as purely profit-driven has led to a decline in their credibility. Some salespeople may oversell products or fail to deliver on promises, leading to customer dissatisfaction. In other cases, the lack of real day-to-day user experience leads to using ear say-based information instead of direct real-world experience. 

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The Rise of Customer Advocacy:

4. Real customers, on the other hand, have gained credibility as their voices have become more influential. Social media platforms and online review sites have provided a platform for individuals to share their experiences openly. Potential buyers are now more likely to trust the opinions of fellow customers with firsthand experience with a product or service. Genuine customer reviews have become a powerful tool for assessing credibility, shaping purchase decisions, and holding companies accountable.
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The Shift Towards Authenticity and Transparency:

5. To regain credibility, tech salespeople must adapt to the evolving landscape. Authenticity and transparency are critical factors in rebuilding relationships based on mutual trust.
   By providing accurate information, acknowledging limitations, and focusing on customer needs rather than just making a sale, salespeople can establish themselves as trusted advisors once again.
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Leveraging the Power of Customer Advocacy:

6. Tech salespeople can also harness the power of customer advocacy to enhance their credibility. By incorporating positive customer feedback, testimonials, and case studies into their sales cycle steps, they can demonstrate confidence and a show of trust in the same product and service they are looking to promote.
   Engaging with satisfied customers and encouraging them to share their experiences can help build credibility and foster long-term relationships.

Conclusion:

The credibility paradigm within the tech sales industry is shifting, with the credibility of salespeople being challenged while the credibility of real customers remains solid. To adapt to this changing landscape, tech salespeople must embrace authenticity, transparency, and customer-centric approaches. By acknowledging the informed and empowered customer base and leveraging the power of customer advocacy, salespeople can rebuild trust and establish themselves as credible sources of information and guidance in the ever-evolving world of technology sales.

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