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MAY 1, 2017

A member was looking for a referral for sales management training. I saw a question this week in a sales community on LinkedIn. What struck me hard was that he said he’d reached out to four companies who offer sales management training services. Three days had gone by, and only one of the companies had reached out to him.

Company 200

Company Sales Leadership Training Referrals 200

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MAY 27, 2013

In past posts I’ve talked about how your social footprint is your 365 day per year, 24×7 online trade show where your buyers and potential referral partners can learn about you on their own schedule. I say this because most sellers do not have an actual referral partner growth strategy. Gain Insight.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

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JUNE 12, 2013

Most people do not capture and track a list of people who could be considered strategic referral partners – those who like you and champion you and your business. Additionally, few business professionals regularly seek out strategic referrers – they are busy looking for one customer here, and another customer there.

Referrals 224

Referrals Lead Rank Lead Scoring Networking 224

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JUNE 13, 2014

Referral selling was the bane of my grandmother’s fine women’s apparel store business – a concept in business which America was built on. (I You take impeccable care of everyone that is referred, therefore referrals continue. For years and years in sales it was all about who you knew, and who knew you.

Apparel 242

Apparel Lead Rank Lead Scoring Referrals 242

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AUGUST 25, 2014

If you are a perpetrator (or work with one), you can correct this and it will help you relate better to buyers, colleagues, and referrers. When the people you are grating on happen to be potential buyers, your manager, your company president, or referral partners, you may lose a sale. Yes, I said it. Is that OK with you?

Referrals 221

Referrals Ideal Customer Profile Buyer Up-Sell 221

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MAY 29, 2013

Get an external referral to an executive. Get an internal referral to an executive. Build up your LinkedIn connections for better referral opportunities. To reach someone who spends a lot of time on conference calls and phone meetings, try 5-10 minutes before the hour. and get ON Twitter, ok?). This works for many, not all.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

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NOVEMBER 14, 2014

Home in on who your buyers and referrers are. Years ago I created an e-book called Winning Teammates (download for free) and encourage you to read it if you don’t have a clear idea on how to gain referrals through strategic partners. See our LinkedIn tips here. . Focus your efforts there.

LinkedIn 247

LinkedIn Referrals Buying Cycle Up-Sell 247

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OCTOBER 21, 2013

You need to create a network that has clients, prospective clients, referral partners, other partners, past and present colleagues, and vendors. The value in building a strong hub network is that you can gain more connections through referrals and warm introductions. Who couldn’t use a few warm referrals?

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

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APRIL 14, 2014

Referrals to those in your target market. Unless you get 100% of your business through referral, you need to be prospecting every day. Strategic partners in that industry or geography who can refer multiple people your way. Well-crafted messaging : voice mail, e-mail, and for direct conversations.

Inside Sales 199

Inside Sales Hiring Referrals Twitter 199

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NOVEMBER 8, 2012

What is the best way to worsen a relationship with a prospective client, a customer, or an invaluable referral partner? Some time passes and for whatever reason, referrals have not been shared on either side, and these two have not seen each other for a while. Answer: Only communicate through email.

Customer 239

Customer Referrals Guarantee Outbound 239

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JANUARY 5, 2015

There are 20 leads on this list, plus I have a separate referral from an executive who was a client of mine at another company I used to work for. Leads from marketing are time sensitive, but I definitely want to call my executive referral this morning – especially because a referred opportunity is the best opportunity to have.

Sales Qualified Lead 120

Sales Qualified Lead Lead Rank Lead Scoring Referrals 120

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SEPTEMBER 5, 2013

He gets on the phone every weekday morning for one hour before he does anything else – making follow-up calls, introductions, connecting to referrals, and other specific sales focused activities. Then he has his first cup of coffee.

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

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JUNE 28, 2013

I nvite conversations with clients and partners – If it is slower now for you, set up meetings by phone or in person, talking with existing clients, past customers, and strategic / referral partners. Have an agenda, and be focused on what THEY need before you even talk about what you are working on. Wow – big impact.

B2B 196

B2B Lead Rank Lead Scoring Referrals 196

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MARCH 18, 2014

We have always had to communicate with potential buyers, ask for referrals, work trade shows, and advertise / market for new business. It’s funny to hear people debating about how and when social selling will be further adopted. As long as I can remember, selling has ALWAYS been social. The big change now is the tools and technology.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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JUNE 12, 2012

I nvite conversations with clients and partners – If it is slower now for you, set up meetings by phone or in person, talking with existing clients, past customers, and strategic / referral partners. Have an agenda, and be focused on what THEY need before you even talk about what you are working on. Wow – big impact.

Pipeline 229

Pipeline Lead Rank Lead Scoring Referrals 229

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MARCH 8, 2012

Channel partners, strategic partners and referral partners all can affect revenue in your pipeline. A recent post discussed referral partners. Is there a board or other advisors involved, and if so, can you get in front of them? Know thy prospect. It is job #1. Your partners.

Pipeline 203

Pipeline Referrals Channels Buying Cycle 203

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OCTOBER 18, 2013

These include prospects, customers, former customers, vendors, partners, and referrers? It’s a referral from a customer, mentioning some other friend who is interested in talking to me. First we need to uncover whether or not you (and your team) are implementing the basics: Do you: Keep track of ALL of your business contacts?

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

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JANUARY 27, 2014

ask for referrals. Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly. sign up for RSS feeds for sales sites, blogs, or podcasts. hire a prospecting coach. hire a presentation skills coach. attend a sales conference.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

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APRIL 5, 2014

L- always leave a positive impression with buyers, clients, and referrers. What’s in it for them? L- work to listen for what they are responding with, and for what they are not saying. Do you have trouble speaking clearly and concisely? Consider joining a Toastmasters group.

Inside Sales 240

Inside Sales Ideal Customer Profile Skype Video 240

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JANUARY 4, 2013

Number of qualified strategic or referral partners that you talk with. Some of my favorite activity goals include: Number of high level conversations you have each week with influencers and decision makers. Number of qualified appointments or demos that you set up.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

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MAY 21, 2012

These connections are critical to build referral business over time. You’re not in reactive mode. Instead, you look for people who can understand what it is that you do, and over time, trust you because you do what you say. No time like the present to get started in this. Five calls. Do you know who is on your list? I have mine.

Lead Rank 229

Lead Rank Lead Scoring Intent Outbound 229

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SEPTEMBER 22, 2014

You’ll meet potential buyers and even more importantly, many potential strategic partners and referrers. You’ll gain a new point of view through the experience of being a bit outside your comfort zone. Bigger conferences and events have an ROI (return on investment) document to help you “sell” the idea to your boss.

Ideal Customer Profile 203

Ideal Customer Profile Lead Rank Lead Scoring Conference 203

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OCTOBER 14, 2013

The first person to set 5 appointments this week… The people who have 5 conversations this week with potential referrers this week…… The person with the greatest number of actual conversations with buyers or recommenders this week… You see where I’m going with this.

Inside Sales 224

Inside Sales Lead Rank Lead Scoring Sales Qualified Lead 224

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MAY 12, 2017

Are you getting regular referral business as a seller? I shared this story below about how I referred a hair stylist to a friend of mine and how that single referral gave her loyal clients for many years in addition to personal relationships that would be considered priceless.

Referrals 207

Referrals Revenue B2B Strategy 207

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MAY 19, 2014

when talking to a strategic referral partner. One idea that can help new and veteran sellers alike is the idea to always set a next action: when leaving a voice mail message. when sending an email message. when talking directly to a prospect. when talking to a vendor. when planning your work day / week / month.

Call-back 214

Call-back Ideal Customer Profile B2B Referrals 214

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DECEMBER 16, 2013

Get and Stay in Front of Potential Buyers and Referrers. Read these three posts for more information: The Big 8 For Social Sellers on LinkedIn. Build Sales with these LinkedIn Resources. For LinkedIn Holdouts – 30 Day Action Challenge. Give prospective customers and those who could refer you many times over the chance to know you.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

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AUGUST 12, 2013

Calling people you don’t know yet, also known as “cold calling” – or “warm calling” when you have an introduction or referral DOES work still. It differentiates who moves forward with a buyer and who does not. It works every business day of every week. You maybe are frustrated (furious?)

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Cold Calling 213

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MAY 15, 2013

She is building a big, solid sales pipeline and gaining referrals from existing clients. Lucy does not shout – she actually is very soft-spoken, but speaks with such confidence that buyers respect that and respond very favorably. Energy is consistency. Energy is follow-up.

Energy 222

Energy Inside Sales Lead Rank Lead Scoring 222

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JANUARY 14, 2013

Secondly, you could attract the eye of a strategic partner or a great referrer – someone who can refer you to many new customers. Consider it a smart move professionally. See Winning Teammates ( get your free download here ) if you want to learn more about how to build business through strategic connections – it is very powerful.

Ideal Customer Profile 203

Ideal Customer Profile LinkedIn Outbound Inbound 203

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OCTOBER 6, 2014

Just like CSI detectives look for facts to back up an assumption or a hunch, you need to do the very same thing with your beliefs about your potential buyers, your existing clients, current partners and prospective referrers. In the profession of selling, you CANNOT AFFORD to assume.

Opportunity 194

Opportunity Lead Rank Lead Scoring Ideal Customer Profile 194

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SEPTEMBER 15, 2013

Weekly sales goals. Having a Monday morning meeting with an end-of-week review. Creating some sort of a sales dashboard. Tackling consists of: Execution. Pull it All Together with a Game Plan. Your “game plan” is the actual plan you use to grow sales and hit your revenue numbers.

Sports 221

Sports Lead Rank Lead Scoring Outbound 221

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MARCH 21, 2014

It’s so silly too, because ALL they had to do was ask a few more questions and care about our ultimate happiness with their work – understand I’m a master referrer in addition to being someone who has a bit of visibility.

Follow-up 267

Follow-up Up-Sell Conference Ideal Customer Profile 267

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DECEMBER 17, 2013

You should be talking with potential buyers, people who can help you get to potential buyers, and potential referral partners every day. Instead of rewriting your pitch or re-organizing your list of who to contact, pick up the phone and reach out to have conversations. That’s right – I said TALK to – not dial for.

Inside Sales 203

Inside Sales Lead Rank Lead Scoring Buyer 203

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AUGUST 17, 2012

Find 3 people or companies new to you, who can refer you to multiple sales opportunities – these are strategic referrers. Set 3 appointments, webinars, or in-person meetings up to take place in the next 3 weeks. Reach out to them.

Hiring 195

Hiring Webinar Metrics Call-back Lead Rank 195

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NOVEMBER 21, 2013

NOW is the time to capitalize on those random meetings and turn them into connections – for business partnerships, referral partners, and possibly even customers. Think of the people you met on the escalators – in lines, and at restaurants. Don’t wait – start now!

Follow-up 194

Follow-up Conference Face-to-face Lead Rank 194

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OCTOBER 11, 2013

Social debt is not the way to sell, and it’s not the way to get referrals. Here’s what Joanne had to say: The term “social debt” makes my blood boil. Business is not about doing favors for other people and then calling them in like gambling chips. People refer you because they know and trust you.

Social Selling 219

Social Selling GoldMine Lead Rank Lead Scoring 219

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SEPTEMBER 6, 2012

What if your brand became identified by the many sales influencers at the company – a team so well-connected and excited that your brand grew through recommendations, referral, and through the social web? What if your best consultative sales professionals at your company were also Evangelist and Influencer?

Influencer 187

Influencer Case Study Enterprise Enterprise 187