GDA'S QB References Database

...Initiate Replication of Your Best Customers

Growth Development Associates, Inc. (GDA) proudly features an extraordinarily unique and effective format for developing customer references in its Quantifying Benefits class.  Invariably, students acknowledge that their organization does not currently maintain information in this fashion or with this degree of usefulness, and that it would be extremely beneficial if they did.  What about your organization?

• Can everyone in your company articulate your advantages well enough not to discount?
• Do you have a comprehensive database of your best references? Does it quantify their benefits? 
• Can all reps describe the quantified benefits of the key references within their respective territories?
• Do your reps know what questions to ask or what they need to look for to uncover strategic opportunities?
  

GDA's QB References Database - Dozens of your very best references, benefits qualified, and available for use by sales to open up new opportunities  

GDA offers the experienced facilitation and guidance necessary in developing a QB References Data Base.  This service has been delivered to an entire sales force, a business unit, division, or region.  The methodology is sufficiently flexible to accommodate companies who offer a few products to a broad, cross industry customer base, as well as companies with extensive product solutions serving a fairly specific client base. To accomplish this GDA works closely with both the sales force and whomever is responsible for maintaining and publishing current reference and testimonial information.  This is most often marketing or Public Relations, but it could just as easily be anyone.     

The end result of this service is the development of a series of prospecting and sales tools.  These tools will make it possible for even the least experienced sales representative to:

• Quickly uncover high potential prospects;
• Efficiently progress through the sales cycle; and
• Successfully identify the bottom line impact of your solutions.

These reference tools are used to develop a powerful QB Reference Data Base that can be used to create interest in new business opportunities with consistent success.  

These tools should be applicable to services as well, enabling GDA to provide your people with a training experience that includes sales skills, practice and inspection in products, services and applications solutions.

Call GDA at 800-966-4321 for more about QB References Database.

QB References Database is the field implementation initiative for GDA's Quantifying Benefits and should be combined to ensure the effective replication of your best customer relationships.
 

Frequently Asked Questions

1. Will our people get the same value from QB References Database if they have not taken Quantifying Benefits? No.  The Quantifying Benefits class teaches the field force to always sell value and prepares them with the skills the will need to effectively leverage references with identified quantified benefits. 
2. We already have references and success stories on record.  How are your QB References different?  We urge new customers to take a close look at the success stories and "references" they are currently using.  In most cases, they find that known references do not include customer-confirmed quantified benefits highlighted in the material.   If the current references do explain why the customer chose your solution; what critical needs the solution addressed; what aspects of your solution were essential to the sale; and what benefit this reference actually derived from their association with your company, then you already have a start toward maintaining a powerful, quantified reference database.
3. Who should participate in these services?   In delivering this service, GDA works closely with sales and sales management personnel.  It is also appropriate for proposal teams, sales support teams, marketing personnel, and sales executives.  Further, when experienced customer management personnel actively participate in this endeavor, it has been proven to be an excellent teaching vehicle for complex business solutions.  Customer sales personnel who previously focused primarily on products and features gain added insight into the customer needs and benefits.

Companion Product

GDA's Quantifying Benefits is the logical prerequisite to the QB References Database.  This class provides the underlying rationale and practical examples needed to change sales behaviors and adopt QB selling skills as routine sales practices.