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How to Make Real Connections in the Era of Virtual Sales Meetings

No More Cold Calling

Referral sellers have been relationship-building their way through the pandemic. I wrote that in 2013, back when virtual sales meetings weren’t the only option. But not referral sellers. That is, unless they get those meetings through referrals and come to the virtual table with trust already earned.

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I’m Done with Sales This Year

No More Cold Calling

Yes, I’m following my own process and actively building a qualified pipeline for 2013. My challenge is following up on all of those great referrals. Referral conversations take time. More frequently they tell me they’ve slated our referral program for Q1 or Q 2 because they have other priorities. What do referrals do?

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Is Failure an Option for Your Account Based Selling Teams?

No More Cold Calling

Maybe they can even get referrals from those lost prospects. They set the wrong KPIs: A sales manager told me his account based selling team had KPIs for referrals, but they weren’t asking for referrals. I explained that referral selling is a skill that must be built, and KPIs alone don’t change behavior.

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The Incredible Power of Connection Using Three Lists to Grow Business

Score More Sales

Most people do not capture and track a list of people who could be considered strategic referral partners – those who like you and champion you and your business. Additionally, few business professionals regularly seek out strategic referrers – they are busy looking for one customer here, and another customer there.

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Tell Marketing They Can Keep Their Leads

No More Cold Calling

The only way to keep your pipeline full of HOT, qualified leads is to prospect through referrals. To learn all about the role of technology and referrals in sales, get your copy of my new book: Pick Up the Damn Phone!: It’s been nominated as the “ 2013 Top Sales and Marketing Book ” by Top Sales World. (I’d

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9 Steps to Boost Sales in 2014 Part 2 Planning

Score More Sales

This varies depending on what your role entails, how full your pipeline is, how many opportunities you receive from referrals, and what your sales numbers are. Next, take your compensation plan and from that, understand what sorts of activities you need to accomplish every month to make those numbers happen. Your Most Important Plan.

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The Subtle Art of Follow-up

A Sales Guy

Unfortunately, this is where many salespeople drop the ball, losing additional opportunities and referrals as a result. You can be awesome in a sales presentation, and you can be a great closer, but it is considerably more difficult to get repeat business and referrals if you don’t excel in the subtle art of follow-up after the sale.

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