In this episode, Lucas and Luna explore the growing trend of enterprise software prospects demanding detailed reference calls before signing a deal. They look at how a mid-market CRM vendor, FieldSync, handled a request from a manufacturing prospect to speak with three specific references who had run similar implementations. The discussion covers why standard reference calls are no longer enough, how FieldSync prepped its references with a structured agenda, and what happened when one reference revealed a painful integration delay. The hosts also touch on the procurement team's role in vetting references and how vendors can turn a tough call into a deal accelerator. If you're in enterprise sales, this episode offers a practical look at a buyer behavior that is reshaping the late-stage sales process.

#EnterpriseSoftware #SalesProcess #ReferenceCalls #Procurement #B2BSaaS #SaaS #SalesStrategy #CustomerReferences #BuyerBehavior #FieldSync #CRM #MidMarket #Manufacturing #Implementation #SalesCycle #BusinessAndTechnology #FexingoBusiness #BusinessPodcast

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