Trending Sources

Do “Refer a Friend” Programs Actually Work? Absolutely! Sometimes.

No More Cold Calling

” We grab every coupon and sales ad we can find, use Groupon for deep discounts on special events and luxury services, and take advantage of “refer a friend” offers any chance we get. I know many companies offer discounts or monetary rewards when customers refer a friend. You refer someone you know and trust to take care of your client or colleague just as you would.

Launch: Our Sales Reference Library Is Now Open!

Pipeliner

Our “Open to All” Sales Reference Library is now available for free downloads! The Sales Reference Library is designed to enrich sales teams, managers — all students of the sales profession. The post Launch: Our Sales Reference Library Is Now Open! It’s That Time of Year! Back to School! Officially open! We’re [.] Pipeliner Product Updates

How to Reference Check Sales Leaders

Sales Benchmark Index

This post is about hiring better sales leaders by replacing the reference check with the reference interview. You can download the Reference Interview template here. It provides the questions we recommend asking a reference when performing due diligence on a candidate. Now, it’s time to execute the Talent Selection process, beginning with the Reference Interview.

Top 5 Reasons Sales Prospects Ask for References

Understanding the Sales Force

They ask for references. The best example of doing a lousy job in this area is the salesperson who was referred in yet still gets asked for references! How a salesperson handles the request for references is crucial and most salespeople screw it up royally. Consider the following 10 issues surrounding the reference request: Some salespeople dread the reference request.

Building the B2B Customer Reference Community – Event

Score More Sales

Now there is community and conversations all around the topic of Customer Reference. In fact, there is an International Customer Reference Community Conference coming to Boston in May. Event organizer Claudia Koenig says: “Customer references and customer advocacy are becoming about far more than just writing a case study. A lot has changed. Read the press release.

B2B 74

Give Your Customers a Reason to Refer You

No More Cold Calling

Who better to refer you to a qualified prospect than your current clients who have received a measurable ROI from your offering? Mark Hunter, the Sales Hunter, shares his perspective on giving your customers a reason to refer you. Read on, comment, and succeed through referrals: “Do your customers have a reason to refer you? Your customers will tell you why. Just ask.

How To Motivate People To Refer You More Often

Ian Brodie

If someone is referred to you there’s a bunch of inbuilt trust and credibility that makes it much more likely they’ll become a paying client (and you don’t have to go out hunting for them either!). The biggest cause if this, in my experience, is that the people we’d love to refer us are often hesitant to do so. The problem is: few of us get enough referrals.

Transform Your Customers into Unassailable References (Part 1)

Dave Stein's Blog

Good references are made, not born. References fall into two broad categories, which sometimes overlap: those your company maintains, and your personal references. But, you may ask, if the company maintains references, why do you need your own? The references your company maintains may not be in the region or industry you’re selling into. Goodwill can be used up.

Why Don’t My Customers Refer Me Automatically?

GKIC Blog

So you’re probably wondering how come your customers don’t just automatically refer you to family and friends. Most business owners just don’t understand why their customers don’t automatically refer them. But sure enough, the next time you do see them the first thing they bring up is that crummy, hole-in-the-wall dive of a restaurant you referred them to. It’s like clockwork.

How to Handle the References Stall

Inside Sales Training Blog

How do you handle it when a prospect asks you for a reference? And, if you do, how many of your prospects actually call those references? More importantly, do those prospects that call references ever close? In my experience when a prospect asks me for references they rarely – if ever – become clients. It’s not that my references are bad (you’ll going to see a rebuttal you can use that will address this) in fact, the references I give are of raving fans that have used me to great impact both professionally and personally. Response One: “Absolutely.

Why Don’t My Customers Refer Me Automatically?

GKIC Blog

So you’re probably wondering how come your customers don’t just automatically refer you to family and friends. Most business owners just don’t understand why their customers don’t automatically refer them. But sure enough, the next time you do see them the first thing they bring up is that crummy, hole-in-the-wall dive of a restaurant you referred them to. It’s like clockwork.

The Four Habits of Referability. | Southwestern Sales Talk

Southwestern Advantage

The Four Habits of Referability. In his audio, entitled “How the Best Get Better,” Sullivan states there are four ways to increase your “referability”–i.e. your clients’ willingness to refer you and your services to others. . 4 Responses to “The Four Habits of Referability.” Search. About. Contact Us. by Lee McCroskey.

Be Proactive When Seeking Sales Referrals – Part 1

Increase Sales

Being referred into a company by someone who is already known and trusted is like winning the Lottery. So I crafted this How-To-Refer-Me-Tool and also provided an Example-How-to-refer-LHS. If you didn’t already download this FREE How-To-Refer-Me-Tool please do so. * * * * *. Sales Communication how to refer me ideal cusrtomers Leanne Hoagland-Smith mid size to small business sales professionals sales referrals strategic planning processSales referrals are golden for mid-size to small business owners and sales professionals. Life and sales are good!

Sales Motivation Video: Who Are You Going to Refer this Week?

The Sales Hunter

Make it a goal today to refer someone. Blog Motivational Sales Speaker Professional Selling Skills Sales Motivation refer referrals sales motivation sales motivation video video When you can help someone solve a problem by connecting them with someone else, that is the best feeling. That kind of generosity will motivate you and strengthen your positive attitude. Click on the below arrow to see what I mean: Copyright 2015, Mark Hunter “The […].

Eating Workplace Culture One Bite at a Time – Part 10

Increase Sales

How likely are you to refer a friend to this organization? If your employees will not refer your business to their friends either as potential employees or paying customers, what does that say about your workplace culture? People may be likely to refer others to your business, yet the proof is in the pudding as they say. Credit www.gratisography.com. I know I have.

Guest Article: “The Proven Best Way to Gain New Customers,” by Miles Austin

Sales and Management Blog

How to get references and testimonials. Uncategorized business development miles austin prospecting references sales seling testimonials The Proven Best Way To Gain New Customers. by Miles Austin. Looking for the proven best way to gain new customers & grow your business? Testimonials and recommendations are the answer. Testimonials and recommendations work. Many will argue that they are THE most successful way to attract new business. Entire business models like Yelp have emerged to leverage this truth. Don’t know how or are uncomfortable asking for them. How to use them.

Do You Really Know Your Customers?

Mukesh Gupta

Marketing customer advocacy Customer Engagement customer loyalty reference customers Image Courtesy – Trend Hunters. Google trends shows that since mid 2007, there has been a consistent level of interest in customer advocacy as a topic. They start and run advocacy programs. This was not a rhetorical question. This was a profound question. So, they do all of these when asked for.

Be Proactive When Seeking Sales Referrals – Part 2

Increase Sales

Down load this FREE How-To-Refer-Me-Tool. * * * * *. Sales Communication forward thinking leaders how to refer me ideal customer sales referrals strategic plan strategic planning processBefore you seek new sales referrals it helps to have crystal clarity as to who is your potential ideal customer. This knowledge comes from several resources: Existing clients. Strategic plan. Marketplace. Existing Customers. Have you taken the time to survey your existing customers as to why they selected you as their solution provider be it a product or service? Strategic Plan. Marketplace.

13 Ways to Resolve Concerns and Get to Yes

The Sales Blog

References : Some of your dream clients will be confident moving forward with you only after they speak to a few of your existing clients. Providing them references will resolve their concern. getting to yes guarantee handshake objections proof references roi Saying Yes shared risk Testimonial Letter trust Anthony Iannarino. They worry about making a mistake.

Smart Selling Visions: Up-Close with Top Revenue Leader Jim Mooney, CEO of @RO_Innovation

Smart Selling Tools

However, customer success stories and references are critical for closing new business. The problem was, enterprises were unable to scale and leverage success stories and references to the level they needed – especially as the number and types of decision makers involved in the buying process increased. This week I interview Jim Mooney, CEO of RO|Innovation.

Build the Front of Your Sales Pipeline ? Score More Sales

Score More Sales

In conversations about managing sales opportunities you need to reference either a pipeline or a funnel to really understand that it takes many more potential deals than what will come to actual closure. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Build the Front of Your Sales Pipeline. by Lori Richardson on January 17, 2012. They even go silent.

Earn the Right to More Yeses

Tom Hopkins

Once trust is established and the buyer is satisfied with their purchase (becoming a happy client), it’s time to get some referred leads. Referrals referrals referred leads sales skills sales training Tom HopkinsEven though you may have won a yes from your buyer, it’s important to continue to earn the right to more yeses. People buy from sales pros they trust.

Buyer 12

Jonathan Farrington's Blog ? What Negotiation is ? and What it is not.

Jonathan Farrington

The process refers to how the parties negotiate – the context of the negotiations, the parties to the negotiations, the tactics used by the parties, and the sequence and stages in which all of these play out. The substance refers to what the parties negotiate over – the agenda, the issues (positions and, more helpfully, interests), the options, and the agreement (reached at the end.”.

Sales Quiz: Asking for Referals

Sell More and Work Less

Referrals are one of the most powerful tools to generate sales. So even why they ask, why don’t sales reps get them? Take the quiz and find out! And for more strategies based on this quiz question, check out the series of articles on referrals posted on www.EngageSelling.com. This one is the most recent. Dedicated to increasing your sales, Colleen. Video Sales Quiz

Sales Quiz: Asking for Referals

Sell More and Work Less

Referrals are one of the most powerful tools to generate sales. So even why they ask, why don’t sales reps get them? Take the quiz and find out! And for more strategies based on this quiz question, check out the series of articles on referrals posted on www.EngageSelling.com. This one is the most recent. Dedicated to increasing your sales, Colleen. Video Sales Quiz

How Dirty Data Can Wreck Your Sales Productivity

Pipeliner

Dirty data,” in this case, refers to a CRM (or other database) full of inaccuracies, omissions and duplicate entries; customer and lead profiles are marred […]. You can follow all the sales tricks and best practices in the book, but if you’re working with dirty data, progress will always be one step forward, two steps back. Sales Effectiveness

Data 197

The Pipeline ? Mine the Gap!

The Pipeline

A couple of months ago in the Pipeline, I published a piece called Long Live The Status Quo , which challenged the way most people look at buyers commonly referred to as being in Status Quo Zone. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter.

17 Statistics To Improve Cold Calling

Pipeliner

The truth is, sales tactics traditionally referred to as cold calling are still very much alive and is an important strategy utilized by sales management in high-growth companies (Profit [.] Debate rages between sales experts that advocate cold calling is “dead” or “dying”, and those who see it as “rising from the dead”, “not dead”, or only “semantically dead.” Sales Effectiveness

7 Key Deliverables of Highly Effective Enterprise Sellers

Empowered Sales

Closing deals is important but your end zone is not a purchase order, but rather a client reference. Garnering reference-ability and leverage from positive client outcomes. Ensure you are gaining client commitment for reference-ability before you close the deal. Have a framework that allows your clients to amplify your message via Case Studies or other reference collateral.

Transform Your Customers into Unassailable References (Part 2)

Dave Stein's Blog

Good references are made, not born. Here is a continuation of the previous blog post, Part 1 , beginning with step seven of the thirteen-step process: Train your reference. Whether he’s the ally you recruited and trained to sell on your behalf, or someone you met after the contract was signed, you have to train him if you want him to be a good reference. Tell him.

21,000 People Agree That These are the Top 5 Traits of the Best Salespeople

Understanding the Sales Force

Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles. Image Copyright BeeBright. As a matter of fact, I actually found the article refreshing. Nice job Bill Golder!

Guest Article: “The Most Underutiled Strategic Advantage,” by Lee Salz

Sales and Management Blog

At 11am, the Procurement Agent asks for three references to be provided to her by the end of the day. At 4:58pm, you get the three references from your colleagues and quickly send them out to the Procurement Agent. They wanted three references and you got it done. The request for references is a standard part of any buying process. However, few sales people use the reference stage of the process to their strategic advantage. They simply desire to provide a quick response to the prospect with their requested references. By Lee B. Mission accomplished!

New Pipeliner Ebook: 10 Guiding Principles for Entrepreneurs by Nikolaus Kimla

Pipeliner

Our CEO’s new ebook, Ten Guiding Principles for Entrepreneurs, is now available in the Pipeliner Sales Reference Library. It’s free, and packed with indispensable advice for entrepreneurs. Beautifully designed and useful, it’s packed with stories, advice, resources, quotes, and examples of the entrepreneurial lifestyle and outlook.

eBook 187

Using Your Pipeliner CRM to Focus and Prioritize

Pipeliner

We believe that salespeople are entrepreneurs within the enterprise—or, as we like to refer to them, salespreneurs. Along those lines we are now engaged in a series of Pipeliner CRM tips and tricks focused on empowering the entrepreneurial spirit of salespeople and sales managers. This post is about a vital aspect of sales target achievement: [.] Tips and Tricks

The Pipeline ? Five Bucks To Success!

The Pipeline

A friend of mine affectionately refers to Starbuck as Fivebucks, as he never seems to leave the place spending less than that, but hey it’s coffee, so I get it. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. February 2012. January 2012.

Your Best Prospecting Tool is Literally Staring You in the Face

Pipeliner

73% of executives prefer to work with sales professionals referred by someone they know. Referred customers have a 16% higher lifetime value. A referred customer is 18% more loyal than a customer acquired through a different method. Every referring customers makes an average of 2.68 When I say I am talking about REFERRALS, your answer is probably “too often!”. invites.

The Science and Art of Selling by Alen Mayer ? Blog Archive ? 50.

The Science and Art of Selling

Forbidden. You dont have permission to access /2011/02/50-brilliant-blogs-in-sales/ on this server. Additionally, a 500 Internal Server Error error was encountered while trying to use an ErrorDocument to handle the request

Sales 14
Sales 14

Sales Quiz: The Power of Referals

Sell More and Work Less

Referrals are one of the most powerful tools to generate sales. So why do sales reps not use them more often. Take the quiz and find out! And for more strategies based on this quiz question, check out this article. Video Sales Quiz

Sales Quiz: The Power of Referals

Sell More and Work Less

Referrals are one of the most powerful tools to generate sales. So why do sales reps not use them more often. Take the quiz and find out! And for more strategies based on this quiz question, check out this article. Video Sales Quiz

10 Ways to Transform Your Customer into a Raving Maniacal Fan

Pipeliner

When you flog a product or service at them with heavy pressure tactics, they run for cover; they don’t lean in to you with a willingness to listen, buy and refer you to others. Not by the hard sell that’s for sure. It doesn’t have to be like that. Even the toughest customer can be […]. Sales Strategies Tips and Tricks sales strategies