No More Cold Calling
FEBRUARY 28, 2017
Can you really convert 70 percent of prospects into customers with referral selling? Yet, my “feet on the street” research shows that when salespeople receive referral introductions to decision-makers, they secure new clients at least 70 percent of the time. And I remembered early 2009, when it dropped by more than 6,000 points.
No More Cold Calling
APRIL 3, 2020
They take an internal focus, instead of recognizing that lead generation—referral lead generation in particular—is their ticket to the C-Suite. (Or It’s not 2002 and 2003, or 2008 and 2009. Well, here it is … Commit to Building Your Referral Business. Referrals are your #1 way to build your sales pipeline.
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Understanding the Sales Force
JUNE 20, 2023
Referrals and Introductions are an after-thought at most companies. This is so easy and transportable. It’s almost too easy. Sales Leaders at nearly every company complain about lack of new business. Motivate and incentivize your salespeople! Sales Leaders at nearly every company complain about unqualified opportunities.
No More Cold Calling
FEBRUARY 23, 2017
And I remembered early 2009, when it dropped by more than 6,000 points. Now that the Dow has hit 20,000, more questions arise, including the one we’d rather not think about: Is our current year-over-year, month-over-month rise doomed to repeat 2008 and 2009? Not all sales strategies are recession-proof, but referral selling is.
No More Cold Calling
JUNE 9, 2019
That’s what Eric Schmidt, then chairman and CEO of Google, told the graduating class of the University of Pennsylvania in May 2009. Tradeshows are a great opportunity for salespeople to meet new people, grow their referrals networks, learn and share industry best practices, and (best of all) make in-person connections. Tradeshow Traps.
The Sales Hunter
FEBRUARY 20, 2012
Salespeople all know the power of referrals from existing customers and how these can be some of their best leads. Unfortunately, too few salespeople have a plan to get referrals on an ongoing basis from their customers. Typically the best leads a salesperson will get will come in the form of referrals from existing customers.
The Pipeline
APRIL 29, 2011
December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. They’re not business referrals. Now that’s a qualified business referral. The best leads are those you receive through a referral.
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