Salesmate

JANUARY 19, 2021

Enterprise sales was a distant idea to me. And writing an article on it, almost an impossible task for an enterprise newbie like myself. And so I decided to consult my friend Jay, an enterprise sales expert. How do you manage to excel at Enterprise Sales, Jay?” This is how I make the best out of Enterprise sales–”.

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No More Cold Calling

MAY 28, 2017

It happened again … a salesperson asked me to connect on LinkedIn, promised he could help my business, and then wanted to know my definition of referral selling. Referral selling is my brand, my mantra—you know, the sort of thing you look up before reaching out to prospects. Asking for referrals? You’re a stranger to me.

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No More Cold Calling

OCTOBER 29, 2013

Because referral selling is, hands down, the most effective and least expensive way to attract and retain new clients. It’s the only strategy that converts prospects into clients more than 50 percent of the time. It’s called referral selling. Referrals Win Every Time. When you get the referral introduction, you win.

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Referrals Decision Maker Social Media Small Business 159

No More Cold Calling

AUGUST 28, 2014

Recently I filled out a form on a website for one of my prospects and requested a demo. It’s not a sales secret; when you prospect through referrals, you’ll always connect. Getting prospects to call you back is deceptively simple. All you need is a referral introduction. Put in a Little Effort.

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Salesmate

DECEMBER 8, 2020

Enterprise sales is undoubtedly a hard nut to crack. Besides, there are even possibilities of repeat business and high-quality referrals that can acquaint you with lucrative opportunities. Businesses can easily trust you when they see the testimonial from renowned enterprises. Selling to a large enterprise is a different game.

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No More Cold Calling

JULY 18, 2013

A new study reveals that referrals produce far more ROI than any other prospecting strategy. I’ve been spreading the gospel about the power of referrals for decades. But until the last few years, I had only anecdotal evidence and common sense to back up my claims about the value of referral selling. 1 for salespeople.

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Referrals Webinar Metrics Cold Calling Sales Qualified Lead 212

No More Cold Calling

SEPTEMBER 7, 2012

I neglected to make time to call and ask for referrals.” My guess is that she hadn’t practiced asking for referrals in the way she learned, and therefore, she hadn’t achieved a comfort level in asking. One of the top reasons salespeople neglect to adopt a referral-selling discipline, is that they’re afraid to ask for referrals.

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No More Cold Calling

OCTOBER 1, 2015

Pack your pipeline with nothing but hot referral leads. I received a referral introduction from his trusted friend and advisor. That’s the beauty of referral selling. When you get referrals, you: Bypass the gatekeeper and score meetings with decision-makers every time. The business case for referrals is loud and clear.

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No More Cold Calling

DECEMBER 30, 2014

Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? Associations Enterprise Sales Management Salespeople Small Business' Learn more.)

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DiscoverOrg Sales

APRIL 16, 2019

Nowhere is this more critical than in enterprise sales, where understanding an organization’s corporate hierarchy can illuminate the battlefield. Uncovering enterprise buying centers. Enterprise sales are also known as complex sales for a reason. Uncover more enterprise opportunity for your product or service.

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No More Cold Calling

MAY 29, 2013

5 Tips to Get Started with Referral Selling from joannesblack. People who don’t expect, or want your call are not your top prospects. The Referral Book3© Copyright Joanne Black. What is a Referral?Referred Referred prospects know us and expect tohear from us6© Copyright Joanne Black. What is a Referral?You

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Referrals Cold Calling Sales Qualified Lead Call-back 227

No More Cold Calling

FEBRUARY 28, 2017

Can you really convert 70 percent of prospects into customers with referral selling? Yet, my “feet on the street” research shows that when salespeople receive referral introductions to decision-makers, they secure new clients at least 70 percent of the time. Here’s what you might have missed from No More Cold Calling this month.

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No More Cold Calling

MARCH 7, 2013

Should you offer incentives to Referral Sources? When you provide a referral, your reputation is on the line. Referrals are far more powerful when they’re given out of an authentic desire to connect people who can benefit from knowing each other—rather than to get a kickback. Do you offer incentives to Referral Sources?

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No More Cold Calling

FEBRUARY 28, 2013

Buying lists won’t boost your sales, but referrals will. With their lists, these companies imply, you’ll learn more about your prospects before you pick up the phone. And you haven’t received a referral introduction from someone the prospect trusts. I am the only one who qualifies my prospects. Lists are not leads.

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No More Cold Calling

NOVEMBER 29, 2012

Referrals and networking—these business-development activities look different, feel different, and are different. Networking and referrals are related, and there is a big difference between them. Before you freak out, a networking event can be a group meeting, a 1:1 with a colleague, or a prospect. Showing Up Counts.

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No More Cold Calling

MAY 3, 2012

A colleague told me that’s what referrals are all about; we skip over that uncomfortable first date, and get personal and down to business. Watch my video Top Tip “ How to Ask For a Referral ”.). You begin a friendly conversation talking about how you both know the Referral Source. Get rid of that dreaded first date.

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No More Cold Calling

SEPTEMBER 29, 2016

So now I’m offering one last chance to get 12 hours of my best advice on referral selling for a discounted price of $47. 5 Referral Tips (Webinar). Act now to jumpstart your referral selling. For more on referral selling, check out this month’s blog posts from No More Cold Calling: Are Your Salespeople in the Top 90%?

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Referrals Cold Calling Webinar Metrics Discount 120

No More Cold Calling

JULY 31, 2016

Tired of watching your sales reps spend hours on the phone, calling prospects who rarely ever call them back? They understood that referral sales strategies are the best way to overcome all of these challenges and more. But referral selling isn’t easy. How to Really Heat Up Your Referral Sales Strategies.

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No More Cold Calling

FEBRUARY 29, 2016

They also win by getting referrals. That’s why the salesmen and saleswomen who cultivate relationships and leverage them for introductions to prime prospects get meetings faster, fill their pipelines with hot sales leads, and convert prospects into clients more than 50 percent of the time. Never has and never will.

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No More Cold Calling

DECEMBER 27, 2015

We discussed the many sources of referrals, how referral programs work, and why asking to meet “anyone who…” won’t get you introductions to the prospects you really want to meet. Andy also asked me about referral introductions on social media. Listen and learn how to do referral selling right.

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No More Cold Calling

NOVEMBER 1, 2015

And with Q4 upon us, I’m still working with sales leaders to build referral programs that fill their teams’ pipelines with nothing but hot, qualified leads. Join Influitive and me this Thursday, November 5, for a referral selling webinar, “ Marry Marketing & Sales to Generate More Referrals.” Get Referrals.

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No More Cold Calling

MARCH 26, 2015

Do you know what it takes to build a business based on referrals? Do you know how to ask for referrals in a way that gets results? Or how to nurture your network so referrals keep pouring in? I’m doing some referral research and need your help. Please take my 14-question Referral I.Q. Take the Referral I.Q.

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Sales 2.0

SEPTEMBER 6, 2022

The four pillars of this framework are: Triggers Referrals Insights, and Competitive Intelligence. Referrals are the top way to boost the likelihood of getting a meeting—that first most important step into getting into a new account. Even if you have a referral, it’s worth thinking about this.

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No More Cold Calling

FEBRUARY 1, 2016

Ongoing discussions with prospects and clients provide opportunities to learn about emerging trends, new and perplexing challenges, and solutions companies have implemented to mitigate their most pressing business obstacles. When we share what we’ve learned with clients and prospects, they value our insights. Got the meeting.

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No More Cold Calling

APRIL 21, 2011

Make referral selling your priority. On the one hand, sales people agree that referral selling is hands-down their best sales strategy. It’s a completely different animal to implement a referral strategy. It’s a completely different animal to implement a referral strategy. Make referral selling your priority.

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No More Cold Calling

AUGUST 25, 2015

“Turn 70 percent of your prospects into customers.” Sure, referral leads are top-notch, but they don’t just appear. If You Don’t Ask, You Won’t Get The misconception is that customers who score us highly will automatically send us referral leads. Don’t let customer service reps ask for referrals.

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No More Cold Calling

MAY 1, 2016

While I didn’t believe in paid ads, I wanted to spread the word about this offer, and the power of referral selling for lead generation. And asking for referrals is the only way to do that. Want to learn more about the power of a referral program? What’s the right way to ask for referrals? And they’re dead wrong.

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No More Cold Calling

FEBRUARY 25, 2016

Referral selling requires a personal touch. Whether you’re asking for referrals, communicating with your team, or having an in-depth conversation, emailing often sends the wrong message. And that’s a particularly big no-no when sales reps are asking for referrals. Asking for Referrals by Email? When Email Is Not OK.

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No More Cold Calling

JULY 30, 2015

Too Busy to Get Referrals? If salespeople don’t stay in touch with prospects and referral sources, they won’t be able to keep hot new leads coming in. No matter how much you have on your plate, unless you make time to prospect, your sales pipeline will dry up. Are Referral Leads Waiting in Your Inbox?

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BuzzBoard

FEBRUARY 27, 2024

Understanding the Process of Prospecting for SMB Leads The process of prospecting for SMB leads can be a complex task, particularly for salespeople at digital marketing agencies who specialize in selling to small businesses. Prospecting commences with pinpointing the type of small business you envision as your prospects.

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No More Cold Calling

JANUARY 7, 2016

” What About a Referral Program? But there was no referral program in place, so no one was asking for referrals. His colleague made the introduction, and the prospect became a client in practically no time. You can’t just tell your sales reps to go get referrals. Should CEOs Lead Referral Programs?

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No More Cold Calling

JULY 16, 2015

We’re in the right place at the right time and meet the perfect prospect. Other times prospects read content we’ve posted, and our phones ring off the hook. To keep your pipeline full of hot prospects and referral leads , make your own luck. Failure to do so is an affront to your Referral Sources.

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No More Cold Calling

JUNE 18, 2015

Are out-of-date prospecting systems holding you back? Now imagine a sales world where you only meet with clients who want to meet with you —a world where you never have to cold call, send prospecting letters, pester strangers on social media, or entice clients with special offers. Enter the world of referral selling.

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No More Cold Calling

AUGUST 29, 2016

Learn about fortitude and commitment in this month’s blog posts on referral selling: Social Selling Isn’t a 24/7 Job. Someone critiqued me because I write about social selling and the importance of staying in touch with prospects, clients, and colleagues, but I didn’t respond to his comment immediately. Test Your Referral Savvy.

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No More Cold Calling

JULY 20, 2017

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. Too many account based selling teams over-rely on technology to reach their prospects. It requires personal connections—referral introductions from current clients. I was wrong. Nothing else really matters.

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No More Cold Calling

AUGUST 27, 2015

Dreamforce—Salesforce’s biggest event of the year—is always an amazing place to learn, meet prospects and clients, and get energized for Q4. Unless you address the broken links in your prospecting system, your sales reps will continue to struggle. Does “Call Reluctance” Prevent You from Asking for Referrals? “I Read more.)

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No More Cold Calling

OCTOBER 17, 2012

Build your sales business with a targeted referral-selling strategy that includes goals, metrics, and accountability for results—and you’ll have more business than you know what to do with. I believe in referrals because referral selling works. That’s a typical referral-sales objection. Unqualified? Here’s my rebuttal.

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