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Prospecting Doesn’t Stop in December [Q4 Referral Selling Insights]

No More Cold Calling

This article received a 2022 MVP Award from Sales Pro Central , putting me in the company of such strategic business writers as Dave Kurlan and Closer IQ. (Be The cold emails, voicemails, and LinkedIn messages have become an epidemic. Want to Get Referrals? Tim told me his team was “doing referrals.” Don’t Do This.

Referrals 156
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Relationships Always Rule [Q4 Referral Selling Roundup]

No More Cold Calling

The most valuable business relationships that salespeople have are those with our clients—the people who know our value, give us repeat business, and provide us with referrals to other great clients. I was too distracted with other activities like social media, emails, writing articles, watching football, and yes, sometimes, Facebook.

Referrals 194
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Want to Get Referrals? (Don’t Do This)

No More Cold Calling

Don’t assume your team knows how to ask for referrals. Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. The web is replete with articles and webcasts that tell people to just go ask for referrals, like it’s common sense or something. Dead silence.

Referrals 288
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Maximizing Success with Digital Sales Referrals: A Guide

Vengreso

As the world of sales continues to evolve, Digital Sales Referrals have emerged as a powerful tool for driving business growth. We delve into the concept of digital referrals, emphasizing their importance in making warm introductions. Enter digital referrals. Subscribe to Modern Selling on the app of your choice!

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The Number of LinkedIn Contacts You Have Doesn’t Matter

No More Cold Calling

Should I accept every LinkedIn invitation? In other words, even if you have a thousand LinkedIn contacts, you only have 150 true connections—the kind that drive sales and generate referrals. My takeaways from Anne’s article: There’s a difference between how you communicate with your 150 and the others in your network.

LinkedIn 307
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AI-Powered Selling and the Social Graph

Sales 2.0

It’s always been true that a referral beats any other lead, with referrals converting to customers 50% of the time, according to Joanne Black. AI will help us use our “social graph” to find referrals without spending too much time on research. The best tool today for this research is LinkedIn.

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How Robust Is Your Q1 Pipeline? [September Referral Selling Insights]

No More Cold Calling

If you want to boost your sales pipeline for Q1, I have a simple “ask”: Check out my referral course on LinkedIn Learning. Sales reps tell me they like getting referrals, but they’re not comfortable asking, and they don’t know how to ask. Once they learn how, they vow to adopt a referral approach for 2020. I’d had it.

Referrals 209