Search engine for the client testimonials suited to each prospect
Sales reps got lost in a big spreadsheet of video testimonials, and the best quotes from webinars stayed buried. Now every testimonial is analysed: the rep describes the prospect and gets the clients who resemble them, with a message ready to send.
In figures
- 148video testimonials analysed
- 31ambassador clients available for introductions
- ≈ 40 sto compare a prospect with more than 100 testimonials
- 40,000+transcript lines per webinar, combed through
The client
A company selling a coaching programme has nearly 150 video testimonials from clients, plus webinars several hours long in which former clients tell their story. To help a prospect decide, nothing beats a testimonial from someone like them: same job, same family situation, same blocker.
The starting point
The testimonials sat in a big spreadsheet, and sales reps got lost in it. Finding the video of a nurse changing careers or a single mother of three took memory or long searches. As for the best quotes from the webinars, they were buried in transcripts of more than 40,000 lines, out of reach for the video editors.
Why it was a problem
A poorly chosen testimonial does not create the mirror effect that helps a prospect take the step. And every minute spent searching was a minute less with prospects.
What was built
The approach
- Analyse each testimonial once and for allEach video is transcribed and described under the same headings: background, job, family situation, blockers, trigger, results.
- Favour factsAt management’s request, matching relies first on the job and family situation, rather than on a psychological reading.
- Start from the prospect, not the spreadsheetThe rep describes the person in front of them; the tool does the search and explains each suggestion.
- Leave the final say to the repThe tool suggests and drafts the message, the rep chooses and reviews. Missing information is never made up, and sensitive topics such as health or religion are never used for matching.
What was delivered
- An analysis of every video testimonial, and of the follow-ups filmed months later, under common headings.
- Strong quotes extracted from the webinars, sorted by client profile and by theme, for the video editors.
- After each discovery call, suggested testimonials posted directly on the prospect’s record in the client file.
- A sales assistant: the rep describes the prospect in one sentence and gets the closest testimonials and ambassador clients, with the reason for each match.
- Several profiles can be selected, then a message ready to send, to review before sending.
- Statuses kept up to date every day: a withdrawn video or an ambassador who has left the programme is no longer suggested.
- A check every morning that the database and the overnight syncs are up to date.
What changed
- The rep finds the right testimonial in seconds, instead of digging through a spreadsheet.
- Each prospect receives testimonials from people who genuinely resemble them.
- Video editors have the best webinar quotes, sorted and ready to use.
- No more risk of sending a withdrawn video or introducing an ambassador who is no longer available.
Where these figures come from
Figures taken from the project log in October 2026: 148 videos for 129 people, 31 active ambassadors, 90 testimonials that can be recommended. A full comparison of one prospect with 104 sendable testimonials was measured at around 40 seconds. A 3 h 20 webinar amounts to 41,816 transcript lines.
For confidentiality, neither the client nor the software used is named. The diagram uses made-up data.