IDEA: Offer and give out numerous customer endorsements to show your firm’s capabilities.

Provide your sales personnel with a long list of independent customer endorsements and praised accomplishments to help demonstrate your expertise in your field or your capabilities demonstrated in the past. Make sure your representative carries these testimonials and descriptions of these successful projects or products used by your customers.  Make them all available on your website if possible so your sales representatives can send this link to those they speak with on the telephone for the first time.