References and the proof library
How the proof library is organised, what belongs in a customer reference, and how to keep quotes, metrics, and stories accurate for every live sales deal.
The library is the source of truth for customer proof. Each reference should be something a seller can stand behind on a call: a real customer, a real outcome, and a clear permission to use it.
What a strong reference includes
- Who the customer is, in terms a prospect would recognise (industry, size, region).
- The problem you solved and the outcome, without rounding the numbers up.
- Assets you are allowed to reuse: quote, metric, logo, one-pager, or longer story.
- An advocate, or a clear note that this proof is content-only (no live call).
Keep it current
- Review references that have not been used in a while. Stale proof gets sellers ignored.
- Update outcomes when the customer renews or expands — with consent if the story changes.
- Archive references you would no longer put in a deal. Archiving is better than deleting history.
Related guides
- Add your first references
Add a few trusted customers to the reference library and record their consent, so sellers have proof they can use with confidence on a live sales deal.
- Advocates, consent, and permissions
Record who said yes, how each advocate is willing to help, and when to stop asking, so consent is clear before anyone on the team contacts a customer.
- Sales content and proof in deals
Place verified quotes, metrics, and customer stories into decks, proposals, call scripts, and RFPs without rewriting what that customer actually said.