No More Cold Calling
APRIL 3, 2020
They cut advertising, travel, training, marketing, and discretionary expense line items. They take an internal focus, instead of recognizing that lead generation—referral lead generation in particular—is their ticket to the C-Suite. (Or It’s not 2002 and 2003, or 2008 and 2009. Referrals are your proven lead generation strategy.
The Sales Hunter
DECEMBER 29, 2011
Conduct a referral blitz. Take the time to contact each one of your existing customers with one objective — get referrals. sales training. sales training tip. training tip. December 2009. November 2009. October 2009. September 2009. August 2009. April 2009.
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The Sales Hunter
FEBRUARY 20, 2012
Salespeople all know the power of referrals from existing customers and how these can be some of their best leads. Unfortunately, too few salespeople have a plan to get referrals on an ongoing basis from their customers. Typically the best leads a salesperson will get will come in the form of referrals from existing customers.
The Sales Hunter
NOVEMBER 26, 2011
Step one when prospecting is to tap into your referral list. People are more willing to talk during the holidays, so start off by contacting your current customers and asking them for referrals. Second step is to reach out to those on your referral list. The Myth of Finding More Time to Prospect: Sales Training Tip #412.
No More Cold Calling
JUNE 9, 2019
That’s what Eric Schmidt, then chairman and CEO of Google, told the graduating class of the University of Pennsylvania in May 2009. Tradeshows are a great opportunity for salespeople to meet new people, grow their referrals networks, learn and share industry best practices, and (best of all) make in-person connections. Tradeshow Traps.
The Sales Hunter
MARCH 2, 2012
I count it a privilege and an honor to share with thousands of salespeople each week through my blog, website, videos, speeches and training programs. Measure your success not on the level of profit you’re making today, but on the level of the referrals you’re getting today. sales training. sales training tip.
The Pipeline
APRIL 29, 2011
December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. They’re not business referrals. Now that’s a qualified business referral. The best leads are those you receive through a referral.
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