Know Which Proof Motion You Are Reaching For
Recall the difference between the main advocacy motions and when to use each one.
Public vs live proof Review or reference? Use reviews for scalable proof and references for high-trust live transfer. Network motion When is a referral different from a reference? A referral is an introduction into a new opportunity or peer network, not a proof conversation for an already active deal. Referrals consume social capital differently because the customer is opening a new relationship. Strategic invite “Why are you asking me to join a CAB? I already gave you feedback in support tickets.” Your line “Support feedback helps us fix issues. The advisory board is different: it helps us pressure-test bigger tradeoffs…
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