The Reference Selling Model

Making Your Customer the Hero of Your Story


Stories push us past number and into our feelings.   Used for business, a good story beats a spreadsheet any day-Chris Brogan, author of Trust Agents

Has your sales team said to you that they need more referrals and better references?  If you have heard this from your team, this is the article for you.    The reference selling model was something I developed at NetApp and was a key part of my onboarding process and well as our team's regular selling motion.  In 2008 our team represented 1/58 of the sales force and about 20% of the case studies.  In fact, one customer enjoyed this process so much they gave us an award.   The benefits of this model include:

  1. Our sales people were productive in the first 30 days of joining the company.

  2. Our sales teams knew how to sell value.

  3. The quality of our references were exceptional.

  4. We never had an issue with the quantity of our references.

According to People Metrics, 78% of buyers seek recommendations from their network when beginning the search for a new partner.  If you have lots of references, chances are you can find a reference your prospect will know by looking at their LinkedIn profile. 

My surveys and recent research indicates that in person references are best and online reviews on a 3rd party sites are also very valuable.  Many customers enjoy the prestige associated with interviews in industry publications and well done videos interviews.  The least valuable are vendor reference materials are found in vendor produced formal case studies.  Customers tend to bypass formal corporate approval processes if reviews are online or interviews are done at a conference or user group.

There are six steps to the reference selling model.   Contact me if you are interested in training on how to roll out this model to you team.  My sample script and interview questions will increase your team's rate of success and give them confidence in this model.  What is great about the model is that it is a never ending cycle of new sales.

reference selling model


  1. Train your team to do what it takes to provide value.

  2. Interview your customers after delivery of value

  3. Summarize the interview in writing for the customer's review and approval.

  4. Publicize your customers success story.

  5. Use your customer as a phone reference or site visit.

  6. Provide value to the next customer.