Alice Heiman

MARCH 7, 2023

If a referral closes up to 70% of the time, why are we spending most of our effort on strategies that close less than 1% of the time?! A typical B2B sales strategy relies on Sales Development Reps (SDRs) making cold calls or cold emails to try to set up an appointment for an Account Executive (AE) to deliver a sales pitch.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

No More Cold Calling

DECEMBER 19, 2013

Now is the perfect time to follow up with your clients, prospects, and Referral Sources. When I attended this year’s Dreamforce conference , I heard numerous speakers and presenters echo the same valuable message I’ve been stressing for years—the importance of following up. Or just say “Happy Holidays.”

Follow-up 237

Follow-up Face-to-face Referrals Social Media 237

Mr. Inside Sales

JUNE 26, 2017

Let me ask you this: If you just met with a really hot prospect, how long would you wait before you followed up? I got a couple of referrals from some good friends in our neighborhood, reached out to them, and told them we wanted to meet. Now, how long do you think it took for them to follow up with us?

Follow-up 136

Follow-up Real Estate Hiring Referrals 136

No More Cold Calling

APRIL 30, 2020

Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations. I wrote my second book— Pick Up the Damn Phone!: In fact, they didn’t even need to talk to prospects, because they had great tech tools. Sales Pipeline Dried Up? Do your salespeople?

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

CloserIQ

OCTOBER 17, 2018

Do you have a sales strategy to capture all your referral business ? With a follow up system in place, you’ll know exactly when and how to ask your clients for referrals and actually get them. Why Most Salespeople Fail At Referral Marketing. The Follow Up Sales Strategy To Flood Referrals Your Way.

Follow-up 81

Follow-up Referrals Strategy Top of Funnel 81

No More Cold Calling

NOVEMBER 2, 2018

How to connect beyond the click when asking for referrals. My client, Sue, identified a colleague on LinkedIn who knew her prospect, George—a high-profile, very senior buyer. She’d tried asking for referrals to George on LinkedIn, but she felt their introductions lacked the emotion needed to convince George to meet with her.

Referrals 253

Referrals LinkedIn Social Media Ideal Customer Profile 253

Mr. Inside Sales

JUNE 26, 2017

Let me ask you this: If you just met with a really hot prospect, how long would you wait before you followed up? I got a couple of referrals from some good friends in our neighborhood, reached out to them, and told them we wanted to meet. Now, how long do you think it took for them to follow up with us?

Follow-up 120

Follow-up Real Estate Hiring Referrals 120

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Vengreso

JULY 5, 2023

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. Sales pros had to level up their digital game to keep up with the times.

Referrals 89

Referrals Maximizer Ideal Customer Profile Social Media 89

Sales and Marketing Management

OCTOBER 9, 2020

Author: Matt Kamp For B2B sales teams, referrals are worth their weight in gold. In fact, most companies experience close rates of 10% to 30% from most lead sources, while referral-based sales tend to close at 50% to 70%. If you want to secure valuable partnerships to generate referrals, you have to take a strategic approach.

Referrals 177

Referrals Company Scale Case Study 177

MTD Sales Training

NOVEMBER 24, 2017

5 Little-known But Essential Email Follow-up Secrets is a guest post written by Forster Perelsztejn. . Ever seen this stats collection that says that 48% of salespeople never follow up with a prospect? Yeah, it’s fake , but still, most salespeople are bad at following up. Why is it I have to do that?

Follow-up 120

Follow-up Campaigns Case Study Up-Sell 120

Cience

OCTOBER 8, 2020

For example, a couple of weeks ago, I read about a guy who followed up his prospect 125 times in nine years until they finally signed a deal. That made me think: what does this guy know about follow-ups that others don’t? Why didn’t he give up after a month, a year, or even five years?

Follow-up 115

Follow-up Strategy Lead Rank Lead Scoring 115

The Pipeline

OCTOBER 6, 2014

I continue to be amazed that despite all that is written about the importance and success of referrals, how few sales people actually leverage this proven and effective method of sourcing new sales opportunities. Whenever I ask a group of sales reps “How many people here ask for referrals?” First is the question of value delivered.

Referrals 310

Referrals Forecasting Follow-up Groups 310

No More Cold Calling

FEBRUARY 2, 2018

That means three-quarters of account based sales teams have failed to complete the first step in asking for referrals—making it clear who they want to meet. Referral introductions are as qualified as leads can get. Referral introductions are as qualified as leads can get. A winning referral program will keep this in mind. .

Referrals 220

Referrals Ideal Customer Profile Sales Qualified Lead Top of Funnel 220

Hubspot Sales

JUNE 12, 2018

How to Send a Follow-Up Email After No Response. Don’t follow up too quickly. By this point, you’ve likely sent previous follow-up emails or left voicemails for your prospect. Here are five principles to adhere to when sending a follow-up email after no response. Adjust your close.

Follow-up 138

Follow-up How To Call-back Advertising 138

No More Cold Calling

APRIL 29, 2018

Wouldn’t it be great if we could put our iPads under our pillows and awaken with a referral system that delivers qualified leads to our pipelines day after day? LinkedIn Learning has just released my complete referral system. I share plenty of referral examples and explain why referral sales works.

Referrals 136

Referrals LinkedIn Examples Cold Calling 136

Pipeliner

JULY 22, 2019

When it comes to business, people get to know their prospects and their clients better if they follow the right follow up strategies. They build quality relationships by engaging in follow up. Wanda Allen: Follow-up Strategies. What is the exact meaning of follow up?

Follow-up 70

Follow-up Strategy Top of Funnel Referrals 70

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Read the 3 Reasons why you aren’t getting enough quality referrals. Read the 3 Reasons why you aren’t getting enough quality referrals. LinkedIn Referrals – this is the real money maker. 5 Steps to More Referrals. Hands down.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

No More Cold Calling

MAY 4, 2017

As comedic director Woody Allen once said, 80 percent of success is showing up. Showing up matters, especially for account-based sales pros—whether it’s showing up in the right place at the right time, showing up to learn, or just showing up to connect. Asking for referrals? Digital Referrals?

Referrals 197

Referrals Account Sales Qualified Lead Social Media 197

No More Cold Calling

OCTOBER 1, 2018

He was at LinkedIn then, and my new book, Pick Up the Damn Phone!: Plus, check out this month’s blog posts from No More Cold Calling: The Best Referral Programs Start with a “Referral Culture”. For the first time ever, clients are asking me how to build a “referral culture.” Are You Tracking the Right Referral Metrics?

Referrals 159

Referrals Cold Calling Negotiation Social Media 159

Smooth Sale

JULY 24, 2018

Attract the Right Job or Clientele: Patiently following up stirs up emotion in almost everyone. But a small percentage of salespeople view follow-up as getting their game on for achieving their goals. Most people fall down on follow-up. My Story of Patiently Following Up.

Follow-up 84

Follow-up Referrals Gatekeeper Decision Maker 84

No More Cold Calling

FEBRUARY 25, 2011

A thank you goes a long way—thanks for a referral, thanks for new business, thanks for the meeting. When clients ask if they should send a note, make a call, or send an email as a thank you for a referral, I answer “yes.” Your Referral Source Wants to Know. Your Referral Source wants to know he made a perfect referral.

Follow-up 225

Follow-up Wireless Referrals Social Media 225

Zoominfo

FEBRUARY 17, 2021

Want prospects to respond with lightning speed? The triple touch is a tactic that salespeople use to engage prospects. The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. . What is the Triple Touch in Sales?

Prospecting 237

Prospecting Top of Funnel Decision Maker Sales Qualified Lead 237

No More Cold Calling

AUGUST 29, 2019

That might mean writing a proposal, researching prospects, following up with potential clients, attending networking events, or asking for referrals. There’s always time to send one more email, participate in one more conversation on LinkedIn, or make one more referral call. Referral makers don’t want your money.

Referrals 166

Referrals Closing Lead Gen Social Media 166

The Pipeline

AUGUST 31, 2021

Closing business and prospecting to ensure you avoid the January lull with a pipeline that propel you to success. What follows are five things you can do any time in any year, but given the opportunities, they are crucial this year. Harvest referrals. Take time to catch up with your inbox. Harvest Referrals.

Harvest 360

Harvest Referrals Call-back Video 360

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

Prospecting 208

Prospecting Ideal Customer Profile Strategy Top of Funnel 208

MarketJoy

JULY 31, 2020

Prospects might be possibly preoccupied, want time to think about the product or service on offer, or they just might not require your product at that moment in time. You have no way of knowing why a prospect has not answered; and the only way to find out is to follow up. WHY DO SALES REP DON’T FOLLOW-UP IN SALES.

Follow-up 59

Follow-up Sales Qualified Lead Study Survey 59

SendBuzz

MAY 2, 2023

Nowadays, the majority of marketers and salespeople believe it is safe to infer that a prospect is indifferent if their email does not receive a response. Instead of using follow-up emails to encourage a prospect to purchase their product or service, they instead move on to new prospects. A second Backlinko.io

Follow-up 52

Follow-up Examples How To Top of Funnel 52

Zoominfo

MARCH 6, 2019

In fact, 84% of B2B decision makers start the buying process with a referral ( source ). Today, we’re taking a deeper look at one of the most effective word-of-mouth marketing strategies: referral marketing. Keep reading and learn everything you need to know about referral marketing! What Is Referral Marketing?

Referrals 130

Referrals Marketing Incentives Incentive 130

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.

Referrals 120

Referrals Lead Rank Lead Scoring Prospecting 120

Keith Rosen

AUGUST 13, 2020

How would getting more referrals impact your business? Most salespeople are reluctant to ask for referrals, in fear of the response. Instead, create a referral agreement that would make your customers want to refer tons of referrals to you. What is a Referral? What exactly classifies as a referral?

Referrals 104

Referrals Customer How To Lead Rank 104

No More Cold Calling

NOVEMBER 29, 2016

Then ramp up your prospecting activity by asking for referrals from those happy customers, and you’ll be well on your way to building a strong pipeline for Q1. Learn more about referral selling in this month’s blog posts from No More Cold Calling: 3 Referral Selling Skills All B2B Sales Reps Should Practice.

Referrals 120

Referrals Cold Calling Lead Generation Social Media 120

No More Cold Calling

JANUARY 29, 2020

What excites me is working with prospects and clients on referral selling and experiencing together the dramatic results they achieve. I’ll have a new platform for my referral course, and I might even have a new CRM. Because prospecting has gotten incredibly complicated, even though it should be a no-brainer.

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

Hubspot Sales

AUGUST 19, 2018

It analyzed three year’s worth of data,100,000 call attempts, six companies, and 15,000 leads and synthesized findings to bring salespeople scientific answers to age-old questions like “ What are the best days to call my prospects? ” Is there a time, date, or approach to calling your prospects that’s scientifically better than the rest?

Follow-up 110

Follow-up Sales Qualified Lead Referrals Survey 110

Sales 2.0

SEPTEMBER 18, 2020

Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days). These eight attempts should be spread over roughly 12 days.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

The Pipeline

JULY 21, 2014

The way it plays out in sales is you have those zealots who will proclaim things dead, “never cold call again”, telling their unsuspecting followers that there is only one way to Nirvana, their’s, and no other, “all other roads will lead you to hell and financial ruin”. Sort of like the “Referral Über Alles” approach. Tibor Shanto .

Cold Calling 299

Cold Calling Prospecting Referrals Sales Qualified Lead 299

Vengreso

FEBRUARY 10, 2022

With so many channels available for sales reps to connect, engage, and nurture relationships with potential buyers, getting sales referrals has become even more critical than before to book more sales appointments and grow the sales pipeline. Not all sales or customer referrals are made equal. How to Ask for Sales Referrals (3 Ways).

Referrals 78

Referrals Strategy Buyer Persona LinkedIn 78