No More Cold Calling

AUGUST 14, 2019

I didn’t plan to start my referral business so soon. From Consulting Business to Referral Business. It never crossed my mind that I’d launch a referral business. I didn’t focus on the referral business angle until I started working with my first client. I asked specific questions about referrals. The Answer: No.

Referrals 291

Referrals Cold Calling Survey Scale 291

Jeffrey Gitomer

MARCH 4, 2019

Align with a business that will deliver a gift of what they do at a reduced cost in exchange for the opportunity to make a sales call on your prospect or customer. These are your best prospects for an alliance. Talk to people who sell your prospect before your sale is possible. To generate new prospects.

Referrals 289

Referrals Real Estate Lead Rank Lead Scoring 289

No More Cold Calling

APRIL 3, 2020

They cut advertising, travel, training, marketing, and discretionary expense line items. They take an internal focus, instead of recognizing that lead generation—referral lead generation in particular—is their ticket to the C-Suite. (Or Well, here it is … Commit to Building Your Referral Business. Save Money. Reduce Costs.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

No More Cold Calling

MARCH 1, 2020

She wanted to discuss having me speak to her team about referrals. Not only was she rude and disrespectful, but if she didn’t follow up with me, I wouldn’t trust her to follow up with my referrals. Referrals are very, very personal. Don’t tarnish your reputation, or the reputation of your referral sources.

Follow-up 344

Follow-up Referrals Up-Sell Cold Calling 344

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.

Referrals 130

Referrals Marketing Incentives Incentive 130

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?! At that time, digital marketing efforts were focused primarily on building websites and email marketing campaigns. Referrals were hit and miss.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

No More Cold Calling

FEBRUARY 28, 2019

Two colleagues complained they were so involved in their work, they didn’t have time to prospect. One guy even said he was thinking of cold calling (shudder) and doing more marketing. Why didn’t he think to ask for referrals? People are so focused on their projects, and they don’t make time to prospect. That’s scary.

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

No More Cold Calling

DECEMBER 30, 2018

Finally, after two decades of working with CROs, sales VPs, and CEOs on referral selling, the conversation has shifted. Clients now ask: “How do I create a referral culture?”. That says it all, and that’s the goal of a referral culture. My referral course launched on LinkedIn Learning , so it’s accessible to everyone.

Referrals 176

Referrals Hotels Cold Calling Scale 176

No More Cold Calling

JUNE 7, 2018

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs still aren’t making quota. And how can a B2B referral program drive up those numbers? You put a referral program in place that ensures reps have the skills to ask for referrals.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

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

No More Cold Calling

APRIL 30, 2020

In fact, they didn’t even need to talk to prospects, because they had great tech tools. The #1 Way to Land Top Prospects Now. They cut advertising, travel, training, marketing, and discretionary expense line items. The #1 Way to Land Top Prospects Now.”). Reps told me they didn’t need to have sales conversations.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

No More Cold Calling

AUGUST 30, 2018

Referrals are HOT, HOT, HOT! Unless your prospect knows who you are and expects to hear from you, you might as well step into a freezer. Just because someone you know is connected to your prospect, doesn’t mean they actually know each other. Dialing for dollars or getting referrals? Stop rationalizing.

Referrals 258

Referrals Cold Calling Social Media Lead Generation 258

No More Cold Calling

OCTOBER 1, 2019

Sure, marketing will toss you some names after the holidays, but those aren’t leads you can count on. If you want to boost your sales pipeline for Q1, I have a simple “ask”: Check out my referral course on LinkedIn Learning. Once they learn how, they vow to adopt a referral approach for 2020. Tough, right? I’d had it.

Referrals 209

Referrals Pipeline Sales Qualified Lead Cold Calling 209

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. Say hello to social media networking, email marketing, content creation, and SEO.

Referrals 89

Referrals Maximizer Ideal Customer Profile Social Media 89

Sales 2.0

MARCH 6, 2024

or inbound via the efforts of their marketing department. Getting referrals : Most salespeople do not ask for enough referrals. It’s an oddity of the psychology in our profession that many people would rather go through the mental grinder of cold calling than risk asking their existing customers for referrals.

Lead Rank 195

Lead Rank Lead Scoring Leads Marketing Qualified Lead 195

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

Sales 2.0

MARCH 2, 2020

The big difference between a cold call and a referral call is social capital. Perception in our prospect’s mind is what sales and marketing is all about. When we call or email a prospect totally cold our social capital is close to zero. The prospect has never heard of us. Prospect has Capital at Stake.

Prospecting 195

Prospecting Cold Calling Referrals Conference 195

MTD Sales Training

MAY 25, 2018

So you’ve achieved that great goal of getting a referral from a customer. This is the holy grail in sales; getting a warm lead without having to do the marketing to achieve it. How should you approach this referral? So be aware of what the link is between the referrer and the person you are going to approach.

Referrals 163

Referrals How To Enterprise Enterprise 163

No More Cold Calling

NOVEMBER 30, 2019

For more on referral sales, check out my blog posts from this month: Why You Need to Make Time for Asking for Referrals. Is your team asking for referrals? Are you getting customer referrals? Or are you sticking with your current prospecting strategy—“personalized” marketing and social media blasts?

Referrals 257

Referrals Loyalty Cold Calling Fashion 257

Janek Performance Group

OCTOBER 1, 2021

On a scale of 1-10, how critical are referrals to your business? The Facts About Referrals: The average business spends 5x more on trying to acquire new business than on generating referrals from existing clients. Does this data change your perspective on how critical referrals are to your business?

Referrals 118

Referrals Scale Influencer Lead Rank 118

No More Cold Calling

MAY 25, 2023

Referrals help you stand out in a sea of B2B sellers. One marketing platform or sales enablement app? Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, B2B salespeople are still struggling to win and retain customers. That’s pitiful.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

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

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.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

No More Cold Calling

JULY 13, 2021

A referral is the best way to get a meeting with the decision maker. Referrals help you ace Part One and set you up for success in Part Two. That’s an over-simplification, I know, but it’s the easiest way for people to understand the power of a referral introduction. Part Two: Everything that happens after that.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

BuzzBoard

FEBRUARY 8, 2024

Strategies for Obtaining Referrals and Testimonials from Satisfied Small Business Clients The success of digital marketing agencies largely depends on their ability to attract and retain small, local businesses. One effective way to do this is by obtaining referrals and testimonials from satisfied clients.

Small Business 52

Small Business Small Business Referrals Lead Rank 52

No More Cold Calling

JULY 1, 2018

Sales leaders have forgotten about their most powerful prospecting tool to get leads without cold calling : referral selling. Referrals offer the biggest competitive advantage of any sales tool out there, and yet most teams aren’t using referral selling as the primary prospecting method. That’s a fact.

Cold Calling 180

Cold Calling Referrals Sales Qualified Lead Lead Rank 180

No More Cold Calling

MAY 4, 2017

Asking for referrals? Digital Referrals? Your account-based selling team breaks all the rules of social selling when they ask for referrals on LinkedIn. Selling—and referral selling in particular—requires real relationships, not just social media connections. Referral Selling IS Social Selling.

Referrals 197

Referrals Account Sales Qualified Lead Social Media 197

Sales and Marketing Management

JUNE 19, 2018

Author: John Ruhlin Decades ago, sales professionals hit upon a mantra to understand how to woo prospects: “What’s in it for me?” Such a negative viewpoint only fosters a feeling of distrust for sales experts, making it tough to close deals and garner referrals. But the value of our referral traffic makes the waiting worthwhile.

Referrals 219

Referrals Journal Buyer Persona Study 219

No More Cold Calling

FEBRUARY 24, 2021

Why the sudden interest in referral sales? The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. Or rather, change them back —from digital marketing to relationship building. Referrals are as old as time. Referrals are based on trust. A sudden decline in seller access.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

DECEMBER 3, 2015

But like punch lines, referral marketing efforts fall short without the proper follow through. 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. The Problem with Your Referral Marketing.

Referrals 120

Referrals Marketing Social Media Cold Calling 120

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. None of us stands out during prospecting. That’s a fact.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

MTD Sales Training

AUGUST 24, 2017

How confident do you feel in asking for referrals ? Add A Link To A Form On Your Website For Referral Submissions. You can inspire confidence in your referral sources by letting them know that 80% (or whatever) of your business comes from repeat customers. . Offer A Referral Commission. Inspire Confidence.

Referrals 189

Referrals Ideal Customer Profile Small Business Small Business 189

Hubspot Sales

MAY 26, 2023

In real estate, you have to understand that prospects aren't going to appear out of thin air. This is a concept known as real estate prospecting. And in the highly competitive world of real estate, prospecting can be challenging. Prospecting should be a fundamental part of your business strategy as a real estate professional.

Real Estate 86

Real Estate Prospecting Ideal Customer Profile Social Media 86

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

No More Cold Calling

JANUARY 28, 2018

When I ask groups of salespeople, “Who wants to build referral skills and will agree to be accountable for results?”—not Why are they the only ones interested in building referral skills? Why Asking for Referrals Isn’t All That Matters for Account Based Selling Teams. It’s a shame more salespeople don’t make the same investment.

Referrals 166

Referrals Cold Calling Lead Generation Sales Qualified Lead 166

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

OCTOBER 27, 2020

What do the following have in common: Referrals, Meetings, Minimal Marketing, and Maximum Impact? Get the referral, get the meeting. You’ve heard me say that many times, but it’s now come to life—with a provocative addition from my colleague Sonia Dumas, who says “ Marketing is Minimal, Impact is Maximum.”

Referrals 317

Referrals Hiring Webinar Metrics How To 317