30 Minutes to President's Club | No-Nonsense Sales #543 - How to Build a Deal Closing Machine With Screenshot References | Krysten Conner
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Jan 29, 2026 Krysten Conner, a top enterprise and mid-market rainmaker known for repeatable reference-driven wins. She shows why raw customer screenshots and simple proofs beat polished case studies. Learn when to swap reference calls for screenshots, how to prep authentic references, and ways to systematize social proof to accelerate and de-risk late-stage deals.
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Systemize Capture Of Customer Wins
- Create a Slack channel to collect customer win screenshots and Gong/Fathom clips automatically.
- Search call recordings or Slack for ROI phrases if folks forget to share wins.
The Five Questions Buyers Ask
- Buyers mentally run five questions before purchasing: problem, options, requirements, value, and execution.
- Selling must address all five, especially whether the juice is worth the squeeze and how it gets done.
De-Risk Beyond Dollar ROI
- Address non-monetary risks: implementation, adoption, and reputational risk as part of ROI discussions.
- Use customer examples and third-party reviews to lower these perceived risks.