Is Scheduling Reference Calls a Common Practice Among Reference Teams?

8 comments

· Sorted by Oldest

Jaz Cuevas
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I currently schedule reference calls for the sales teams!
Dawn Miears
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Do you also recruit and fulfill reference requests? How many calls do you normally schedule in a month?
Christine Newman
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We do not schedule them, we do the vetting and outreach and then hand over the info to the AE when the reference use is approved. Many of the reference platforms have scheduling functionality that automates it more between the reference and the prospect.
👍1
Sara Huntley
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I do, I do! I field requests from sales, make the asks of the customers, and host and facilitate all reference calls unless the prospect requests otherwise.
Sara Huntley
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(It used to be "we," as we had a team at my last company. Now I'm at a small company and it's just me, myself, and I) 🙂
Jaz Cuevas
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Dawn Miears I do it all! Similar to Sara Huntley above.
Sarah McCoy
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We do both - we use Deeto which has an automation for this which is super handy. But there are always exceptions or higher touch deals where we'll help in setting up the call, hosting, etc. In my previous role, we sold mostly to enterprise and it was much higher touch so I set up those calls. There are always exceptions of course. But I personally don't mind being a bit more hands on because then you know the call happened, etc. Whenever I allow folks to arrange calls themselves, I always kinda regret it because I lose visibility and then have to pester folks for tracking sake.
👍2
Carissa Mallory
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In my last role, we had a slack request form that the AE's would fill out > I would match them to a customer and get AE approval on the pairing. I'd get the customer's availability and then introduce the customer <> prospect directly and share their availability, then let them coordinate a time that works well on their own! I found that this helped create a sense of privacy/authentic conversation by having our team not involved in the actual coordination or scheduling of the calls. Post-call, I'd follow up with the customer and ask how it went and if there were any notes to pass on to the AE on the prospect's sentiment or any blockers that would delay movement on the deal.
👍1

Jaz Cuevas
·
·
I currently schedule reference calls for the sales teams!
Dawn Miears
·
·
Do you also recruit and fulfill reference requests? How many calls do you normally schedule in a month?
Christine Newman
·
·
We do not schedule them, we do the vetting and outreach and then hand over the info to the AE when the reference use is approved. Many of the reference platforms have scheduling functionality that automates it more between the reference and the prospect.
👍1
Sara Huntley
·
·
I do, I do! I field requests from sales, make the asks of the customers, and host and facilitate all reference calls unless the prospect requests otherwise.
Sara Huntley
·
·
(It used to be "we," as we had a team at my last company. Now I'm at a small company and it's just me, myself, and I) 🙂
Jaz Cuevas
·
·
Dawn Miears I do it all! Similar to Sara Huntley above.
Sarah McCoy
·
·
We do both - we use Deeto which has an automation for this which is super handy. But there are always exceptions or higher touch deals where we'll help in setting up the call, hosting, etc. In my previous role, we sold mostly to enterprise and it was much higher touch so I set up those calls. There are always exceptions of course. But I personally don't mind being a bit more hands on because then you know the call happened, etc. Whenever I allow folks to arrange calls themselves, I always kinda regret it because I lose visibility and then have to pester folks for tracking sake.
👍2
Carissa Mallory
·
·
In my last role, we had a slack request form that the AE's would fill out > I would match them to a customer and get AE approval on the pairing. I'd get the customer's availability and then introduce the customer <> prospect directly and share their availability, then let them coordinate a time that works well on their own! I found that this helped create a sense of privacy/authentic conversation by having our team not involved in the actual coordination or scheduling of the calls. Post-call, I'd follow up with the customer and ask how it went and if there were any notes to pass on to the AE on the prospect's sentiment or any blockers that would delay movement on the deal.
👍1