Get Proactive About Sales Referrals
KLA Group
AUGUST 16, 2022
Sales referrals are one of the best – and easiest – ways to find new opportunities, By Kendra Lee This post was originally published in August, 2018 and updated in August, 2022.
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Answering Your Most Burning Referral Selling Questions
No More Cold Calling
JUNE 24, 2021
How to ask for referrals and other FAQs. After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. In no particular order, here are the most common referral selling questions I hear … 1. How do I get over my reluctance to ask for referrals?
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What Saleswomen Do Really, Really Well
No More Cold Calling
MARCH 29, 2019
Women in sales have a natural advantage. When you think about salespeople, you probably picture men. Women in sales understand that relationships are built on trust, and we have the savvy and patience to foster strong personal and business relationships. That’s why we’re great at getting referrals.
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Use a Sales Referral Strategy to Close 70% of Your Deals
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.
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How to Easily Motivate and Incentivize Sales Pipeline Building
Understanding the Sales Force
JUNE 20, 2023
Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Sales Leaders at nearly every company complain about CRM compliance. Sales Leaders at nearly every company complain about CRM compliance.
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Why the Best Lead Generation Techniques Are Proactive
No More Cold Calling
MAY 3, 2018
They know how to prospect for sales, and it’s not sitting back and waiting for marketing to send them leads. They’re proactive, disciplined, insightful, and great at building relationships. They have one job and one job only—to get in early, ideally before prospects even know they have a need. Get Referrals.
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Unconscious Bias Goes Double for Boomer Saleswomen (March Referral Selling Insights)
No More Cold Calling
MARCH 31, 2019
Does age really matter in sales? That’s exactly what the CMO of a tech company said about how to explain your mission statement. I interviewed eight working grandmothers between the ages of 46 and 68 about themes or trends common to all of us. Why Women in Sales Don’t Want to Work for You. It was 1936.
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3 Ways to Guarantee Referral Prospecting Success
No More Cold Calling
APRIL 6, 2017
Think a referral system is easy? That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. And it only works if you have a referral system in place to ensure sales reps ask for referrals every day. The business case for referral selling is loud and clear.
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Is Your Sales Process Broken?
No More Cold Calling
OCTOBER 24, 2013
You already know that referrals are the most effective and powerful way to attract new customers. But referral selling doesn’t just happen. It’s an intentional, proactive sales strategy. A disciplined, measurable referral system delivers every time. Asking for referrals is proactive.
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Word of Mouth and Referral Marketing
Pipeliner
SEPTEMBER 21, 2021
In this Expert Insight Interview, Raúl Galera discusses word of mouth and referral marketing. Raúl Galera is the Chief Advocate at Referral Candy, an app that helps eCommerce brands launch and run customer referral programs. This Expert Insight Interview discusses: The relationship between word of mouth and referral marketing.
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97 What Is the Most Effective of Account-Based Sales Strategies?
No More Cold Calling
FEBRUARY 16, 2017
Believe that, and your account-based sales strategies are doomed from the start. The best account-based sales strategies aren’t reactive. Top salespeople are proactive, disciplined, insightful, and great at building relationships. Of course, the challenge is getting the chance to have that conversation. Big mistake!
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An Inclusive Approach to Prospecting – Sales eXecution 260
The Pipeline
JULY 21, 2014
You know sales is a lot like politics, some are isolationists, others realize we live in a big world with plenty of room for all to thrive, and not always at the expense of others, I guess these would be the inclusionary camp. Sort of like the “Referral Über Alles” approach. I like to leverage cold calls to get referrals.
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The Importance of Preparation in Selling
Janek Performance Group
FEBRUARY 6, 2024
In sales, preparation is the steps taken to understand prospects and clients at each stage of the sales process. The more we know about our clients, the more we can solve their problems and help them succeed. Yet, research in LinkedIn shows 70 percent of B2B buyers think sales reps are not adequately prepared.
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The SMB Owner’s Guide to Navigating Sales During Economic Uncertainty
Act!
APRIL 22, 2024
Let’s get started. In other words, most businesses will see a drop in sales and revenue during such periods, resulting in cash flow challenges. Given that most small businesses are already cash-strapped, it becomes even more challenging to cater to changing customer needs and drive sales.
Sales Communication Evaluation – Score Your Team
criteria for success
JULY 26, 2022
Sales communication is a vital skill for salespeople. If you are wondering how your team stacks up, use this tool to score your team’s sales communication skills. Sales Communication with… 1. Can your salespeople effectively talk to prospects and answer questions about your offering? Let's Talk Sales!
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Customers, Employees and Influencers as High Performing Sales and Marketing Channels
The Pipeline
FEBRUARY 6, 2014
Brands are now starting to realize that what others say and write about them defines who they are. By encouraging and empowering these customers, employees and influencers, they will drive peer-to-peer referrals, forward content, share information about new products and promotions, and write testimonials.
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How to Focus on Customer Retention to Acquire New Accounts
Alice Heiman
APRIL 14, 2021
More often than not , sales and marketing efforts are centered around customer acquisition. But by focusing only on getting new customers , businesses may not be optimizing the customer experience for their current ones. What happens once your sales team lands a new customer? The sales team closes a deal.
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3 Dangers for Salespeople Who “Assume”
No More Cold Calling
DECEMBER 4, 2014
Assumptions tank deals and ruin sales pipelines. Remember the old saying about what happens when you assume? Assuming is dangerous because it makes us lazy about increasing sales pipelines. Here are three dangers in assuming that could cost you opportunities and minimize your sales effectiveness. But she does.
How Can I Get Testimonials From My Small Business Customers?
BuzzBoard
FEBRUARY 16, 2024
Why Getting Testimonials is Important for a Local Business? Salespeople: Take testimonials and stories as key elements for your sales strategies. Do not underestimate the impact of testimonials in your sales toolkit. Moreover, think about leveraging social media platforms — a superb medium to gather testimonials.
April Referral Selling Insights
No More Cold Calling
APRIL 30, 2017
Think winning is focusing on a prospect’s desired outcome and then demonstrating how your solution gets results they can bank on? Sales teams who adopt referral selling have an advantage: Their referral sources generate enough value for prospects to agree to a meeting. What’s to fear about prospecting? Surprised?
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Optimizing The Sales Process (video)
Pipeliner
JANUARY 22, 2021
Does your company have a sales process in place? In this Expert Insight Interview, Doug Brown discusses the optimization of a sales process. Doug Brown is a sales revenue growth expert, business consultant, author, and speaker. The interview discusses: How to evaluate your sales process. Key benefits of a sales process.
Why Are You Trying To Kill Me?
The Pipeline
NOVEMBER 13, 2014
Recent headlines about AC/DC’s drummer brush with the law, got me thinking why would someone want to kill someone? Then I remembered that in sales we see this all the time, over and over, people are trying to kill cold calling. Step back you don’t wanna get any on your shoes). . Said the Cold Call To The Socialite.
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The Value of Cross Referrals – Sales eXchange 158
The Pipeline
JULY 16, 2012
Last week I was working with a group, we were looking at more effective prospecting, when we got around to discussing referrals, I got back some familiar comments. The specific comment was that the rep was reluctant to ask prospects/clients for referrals “because what if the person or company they refer are out of my territory?
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Say No to the Sales Mantra, “Always Be Closing”
No More Cold Calling
JULY 12, 2012
Better in sales to “always be asking” (ABA). It’s a part of the American sales DNA, as immortalized by Alec Baldwin in Glengarry Glen Ross. For the referral process to work (and it does: when you work it, it works) we must always ask for referrals in our sales process. If You Don’t Ask, You Don’t Get.
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Out-Of-The Box Strategies For Targeting Your Ideal Qualified Prospects
Sales Gravy
SEPTEMBER 1, 2023
If You Don't Take Action, You Won't Get Results In this episode of the Sales Gravy Podcast, Jeb Blount and David Newman, author of Do It! To Sell, You Have to Take Action As a sales professional, you face a simple choice. Instead, you need to be proactive and actively seek fresh targets on a regular basis.
Top Sales Strategies for Becoming a 1% Earner
Vengreso
JUNE 6, 2023
Top earners in sales use top sales strategies to attain their success. Brown , the CEO of CEO Sales Strategies and a Sales Revenue and Profit Growth Expert. Brown , the CEO of CEO Sales Strategies and a Sales Revenue and Profit Growth Expert. For this week’s episode, I am joined by Doug C.
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Are You Social Enough? May Referral Selling Insights
No More Cold Calling
JUNE 1, 2018
Listen in on the conversation between me, Bonnie, Lori Richardson of Score More Sales, and Michael LaBate, head of program development and operations for SAP’s global social selling program. Plus, check out last month’s blog posts from No More Cold Calling: Why the Best Lead Generation Techniques Are Proactive. That’s order-taking.
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Fewer Inbound Leads in 2024? 3 Things Sellers Should Do to Hit their Numbers.
Hubspot Sales
APRIL 1, 2024
Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Ask any salesperson if they get enough inbound leads. It’s kind of a running joke that no seller will ever get enough leads. 20 different sales orgs. 20 different sales orgs.
50 Ways to Score More Sales
Score More Sales
JANUARY 27, 2014
Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? The idea is to get inspired to take action. What are you already doing that IS working for you every day to be excited about contacting potential buyers? attend a sales conference.
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Customers for Life: The Art of Keeping Your Best Clients
Alice Heiman
AUGUST 8, 2018
Some sales executives still have account management along with landing new customers. With all these people concerned about the customers, we should be able to retain them. Oversee the implementation or delivery and be proactive and stay in touch through the process. Be proactive in sharing information that will be helpful.
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10 Prospecting Tactics to Boost Your Sales and Close More Deals
Crunchbase
APRIL 11, 2023
It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. Find a balance between inbound and outbound prospecting There are two main prospecting methods used by sales reps to generate leads and prospects: outbound and inbound.
10 Prospecting Tactics to Boost Your Sales and Close More Deals
Crunchbase
APRIL 11, 2023
It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. Find a balance between inbound and outbound prospecting There are two main prospecting methods used by sales reps to generate leads and prospects: outbound and inbound.
The Beginner’s Guide to Referral Marketing
Zoominfo
MARCH 6, 2019
In fact, 84% of B2B decision makers start the buying process with a referral ( source ). We touched on this phenomenon in a recent blog post about word-of-mouth marketing. Today, we’re taking a deeper look at one of the most effective word-of-mouth marketing strategies: referral marketing. What Is Referral Marketing?
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What’s the Half-life of a Referral?
No More Cold Calling
OCTOBER 4, 2012
Referral sales happen all the time. Keep connecting and grow your business through referrals. Under the category of “You never know when…” what’s the probable time it takes for someone you know to make a referral introduction? Just for the record, referral introductions can happen at any time, all the time.
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192 How Account-Based Sales Teams Can Make Buying Easy
No More Cold Calling
JUNE 8, 2017
I made the sale. It’s the job of account-based sales reps to make it easy for their prospects to buy, by making the intangible seem tangible. There’s too much to learn, too many choices, and too many salespeople who can’t wait to tell prospects everything about their product. Rethink Your Account-Based Sales Pitch.
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201 February Referral Selling Insights
No More Cold Calling
FEBRUARY 28, 2017
Can you really convert 70 percent of prospects into customers with referral selling? That kind of conversion rate is unheard of with other account-based sales strategies. I just returned from speaking to sales teams in Sydney and Melbourne. I asked the group to stand if their conversion rate with referrals was 30 percent.
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15 Real Estate Prospecting Tips for Reaching Your Market and Converting Customers
Hubspot Sales
MAY 26, 2023
You have to be proactive, build relationships and stay ahead of the competition. In this blog post, we've compiled a list of real estate prospecting tips to help you grow your real estate business proactively. To obtain consistent sales results, you need a solid plan to reach out to the appropriate audience.
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90% BS – Sales eXchange 195
The Pipeline
APRIL 8, 2013
There was a good post this week at Funnelholic blog , looking at “ Best practices for getting in the door ”. I suspect that this is the sales world version of the Bradley Effect , where voters told pollsters one thing about how they will vote, while doing opposite when they actually went to cast their vote.
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How to Supercharge Your Customer Expansion Strategy
Zoominfo
JULY 13, 2023
The sustained growth that can only come from retaining and expanding your customer base relies on sales reps who consistently build genuine relationships with customers. Internal communication and alignment between corporate and sales objectives are crucial for success. Setting SMART goals. Measuring progress.
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10 Traits of the New ‘A’ Player
SBI Growth
JANUARY 6, 2014
You’ve relied on the same tried tired and true hiring practices for sales reps over the last couple of years. These measures will help you objectively evaluate potential and current sales reps. Click here to learn more about the tool. Next generation sales reps are profoundly social. Social Referral Generation.
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You Don’t Have to Be a Millennial to Top the Social Media Charts
No More Cold Calling
NOVEMBER 20, 2014
But I still manage to leverage technology (very successfully) in my sales process. ??There’s I’m obviously doing something right, considering I regularly appear on lists like the Top 30 Social Selling Influencers in the World and Top 50 Sales and Marketing Influencers. The SSI of Sales Connect attendees was 61.5.
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Enriching Contact management with data
Apptivo
JANUARY 31, 2023
Using them, you can get the patronage that will sustain you. A company’s ability to serve customers as they would like to be served depends on how much details it has about a customer. Business Business data always has a lot to say about a company’s insight, which aids in approaching them.
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Unlocking Commercial Real Estate Leads: Strategies & Essential Tools
Lead411
FEBRUARY 14, 2024
Unlocking Commercial Real Estate Leads: Strategies & Essential Tools Here are the Top 5 Most Essential Tools for Unlocking Commerical Real Estate Leads Lead411 Zoominfo Cognism SalesFuel Google News Getting high-quality leads is essential for success in the ever-changing commercial real estate market.
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What is next-action-based selling? How to get started with activity-based sales
Nutshell
FEBRUARY 6, 2024
When you’re in the depths of the sales process, how do you know what step to take next? Just focusing on the desired outcome—a new sale—won’t get you there. That’s where the next-action-based selling methodology comes in—an approach to sales that focuses on the activities that truly drive results.
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