Score More Sales
JANUARY 29, 2013
Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. The referral from this level would be very powerful. This makes asking for referrals an activity that is less “fun” for some to do. Does your marketing department oversee this?
SBI
AUGUST 17, 2021
Damien : InsideView has always been about helping salespeople better understand and engage with their prospects and customers. It was a wake-up call to get good at digital sales and marketing. It’s also important to quickly identify if they are actually in-market to buy now. Are they showing intent to buy?
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Sales 2.0
JULY 8, 2022
This information that is in the public domain is the stuff you tend to get from tools like Linkedin (especially Sales Navigator), Insideview or Owler. For many accounts, the “observable trigger events” served up by Linkedin or Owler or Insideview will be plenty. The data above suggests you can get a referral to 22,500 people.
No More Cold Calling
JANUARY 3, 2013
And she even mentions my favorite topics—relationships and referrals. Those opinions come from folks out in the world of sales and from marketers, which I admit confuses me, because marketers don’t sell. Not marketing. I’m all for marketing and sales alignment. Here’s Barb’s take on social selling.
No More Cold Calling
JANUARY 25, 2011
InsideView nailed it by titling its Sales Intelligence blog “ Why Cold Calling is the Bottom of the Barrel ”. For more on why a real introduction—a referral—makes all the difference, read: “ How to Bypass the Gatekeeper ”. (For If you have just a name in hand (and not a referral ), your call is cold. Referral selling works.
Score More Sales
AUGUST 9, 2012
Image courtesy of InsideView. I like good infographics about sales and marketing. next best bet: a referral from outside the company. Salespeople really need to work on this one (#2), so my hat’s off to InsideView for reminding the profession and b2b sellers everywhere of this. I hope he takes it to heart.
Sales 2.0
JUNE 29, 2014
Get a referral into your prospect so you can avoid those “old school cold calls that suck” (you know the ones that take 200 calls to get one qualified meeting). Fast forward 5 years and innovation brings us to the point where Insideview is not the only game in town. More vindication for my napkin idea but still no fortune.
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