Get Proactive About Sales Referrals
KLA Group
AUGUST 16, 2022
By Kendra Lee This post was originally published in August, 2018 and updated in August, 2022. Sales referrals are one of the best – and easiest – ways to find new opportunities,
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KLA Group
AUGUST 16, 2022
By Kendra Lee This post was originally published in August, 2018 and updated in August, 2022. Sales referrals are one of the best – and easiest – ways to find new opportunities,
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.
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No More Cold Calling
JANUARY 31, 2019
According to CSO Insights’ 2018/2019 “Sales Performance Report,” sales leaders say the “most impactful barriers to achieving sales success this year” include: difficult competitive differentiation (39.4%) and inability to generate enough qualified leads (37.8%). 5 Reasons Your Team Doesn’t Know How to Get Referrals. We’re vulnerable.
No More Cold Calling
JANUARY 28, 2018
With the 2018 Winter Olympics starting soon, we’re already hearing about the amazing athletes who will wow us next month. 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? Amazing, really.
Zoominfo
FEBRUARY 1, 2018
For B2B software marketers, however, the top sources of new business are organic search, SEM/PPC advertising, and word of mouth referrals ( source ). The post Top Lead Generation Statistics for 2018 appeared first on ZoomInfo Blog. 85% of B2B marketers say lead generation is their most important content marketing goal ( source ).
No More Cold Calling
JANUARY 4, 2018
Ready to prioritize relationships in 2018? Whatever you want to call them, here are six ways to strike a better balance in 2018: Make time for yourself. If so, make 2018 the year you change your habits—for the sake of your relationships and your sales career. Still planning your 2018 Sales Kickoff meeting?
No More Cold Calling
JANUARY 24, 2019
According to CSO Insights’ 2018/2019 “Sales Performance Report,” sales leaders say the “most impactful barriers to achieving sales success this year” include: difficult competitive differentiation (39.4%) and inability to generate enough qualified leads (37.8%). How to Make Hot Calls—Get the Referral Introduction.
Hubspot Sales
AUGUST 19, 2018
I’ll do my best to answer those questions below, as we dissect the perfect follow-up call for salespeople in 2018. A 2018 PhoneBurner study , however, found the most productive time to cold call prospects is 10:00 AM in the prospect’s time zone. A 2018 InsideSales.com test seems to support this data -- kind of. And only 18.6%
CloserIQ
DECEMBER 28, 2018
Our Favorite Sales Blogs From 2018. 2018 has been an amazing year for all of us at CloserIQ , and we can’t believe we’re just a few days away from welcoming another one. Here are 20+ of our favorite sales blogs from 2018: Read more > Career + Job Advice. How to Ask for Sales Referrals (Mark Lindquist of Mailshake).
Pipeliner
DECEMBER 31, 2017
2018 is the year to change things up if you want your team to make quota. By including a referral program in your account based sales development plan, you can guarantee only qualified leads, increase conversions, decrease prospecting time, and attract new, profitable clients. How to Lose Your Best Referral Sources.
Hubspot Sales
OCTOBER 26, 2017
So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018. AA-ISP Digital Sales World 2018. Sales Conferences 2018. 5) AA-ISP Digital Sales World 2018. In 2018, customer success will be a huge focus for salespeople. The Best Sales Conferences. Dreamforce.
No More Cold Calling
NOVEMBER 2, 2017
You should be focused on lead generation for 2018. It’s also the perfect time to reach out, ask clients how the year is shaping up for them and what your company can do to help, and then ask for referrals to ideal prospects. If so, they’re missing out on the fastest way to build a qualified pipeline—asking for referrals.
Alice Heiman
DECEMBER 12, 2018
So, we have gone through and found our top 5 blog posts that were published in 2018 and a few of my favorite podcasts I was on this year. Our Best Blogs of 2018. The post A Gift to You: Our Best Blogs and Podcasts of 2018 appeared first on Alice Heiman, LLC. We hope you enjoy. 5 Thoughtful Ways to Show Your Customers Love.
The Brooks Group
NOVEMBER 15, 2017
Prospecting Techniques for Your Salespeople to Use in 2018. Sales referrals are one of the most powerful ways to generate high-quality sales leads. Getting a customer referral helps salespeople over the first hurdle of the sale—establishing trust. For more tips on getting high-quality referrals, check out this blog post.
Hubspot Sales
AUGUST 25, 2018
How Fast Are Salespeople Churning in 2018? A 2018 report by the Bridge Group shows average rep tenure now sits at 1.5 Well, a 2018 survey by Marc Wayshak reported only 17.6% What if we spent less time learning about how to interview the perfect sales rep and more time on developing and investing in the reps we have?
Your Sales Management Guru
DECEMBER 6, 2017
Preparing for 2018. I thought I might simply highlight a few points from both sessions since there are pertinent for everyone as we move into 2018. Salespeople should also continue to develop their network of referral sales. Panel Discussion. There were four panelists -all with real world experience in selling and marketing.
Hubspot Sales
JANUARY 22, 2018
So I talked to TK salespeople to learn the subject lines they were having success with in 2018. Smart reps know that referrals are as good as gold in sales. If you've been introduced to a prospect by someone they trust, make it clear in the subject line that it's referral. 7) "Contacting you at [Referral]'s suggestion".
Hubspot Sales
JANUARY 25, 2018
Case Study Interview Questions About Willingness to Make Referrals. Does your company participate in any partner or referral programs? Can I send you a referral kit as a thank-you for making a referral and give you the tools to refer someone to us? Are there other members of your team who might have feedback for us?
No More Cold Calling
NOVEMBER 16, 2017
Sales execs know the metrics for cold calling are dismal, so they regularly ask me about referral metrics—not just because they’re curious, but because many don’t believe that referrals can be measured. The #1 referral activity that matters is the number of people each account based selling rep asks. KPIs for Referrals.
Hubspot Sales
MARCH 30, 2018
Connect with a customer referral. Make it easy, with a fresh approach to outreach in 2018. Are you currently working on improving [related business value]? I have some more insight to share that could be valuable. Hope you find this article helpful. Best, [Your name]. mutual connection] recommended we get in touch.
PandaDoc
JULY 1, 2020
Create referral programs. Referrals can be neglected by a modern salesperson. Only 30% of B2B companies have a formal referral program in place, yet 65% of those with referral programs believe that referrals are very important to their company’s sales success. Why create referral programs?
Miller Heiman Group
FEBRUARY 11, 2019
CSOs, CFOs and CMOs (and salespeople) should be troubled by the outcome of deal forecasts in 2018. But the new “Selling in the Age of Ceaseless Change: The 2018-2019 Sales Performance Report ” from CSO Insights , the research division of Miller Heiman Group , finds a bright spot for sellers who are prioritizing relationships.
RAIN Group
OCTOBER 17, 2018
This piece originally appeared in the August 2018 edition of Independent Agent magazine and is reprinted here with permission. Word of mouth, repeat business and referrals used to be enough to maintain a thriving sales organization.
No More Cold Calling
JUNE 10, 2021
Why I made referral selling my life’s work. My first client was an outplacement firm (and a referral). Would you be willing to be a referral to this company?” Then I asked the question I still ask every single client today: Have you asked every one of your clients for a referral ? The year was 1996. That got me thinking.
Zoominfo
APRIL 26, 2018
Salespeople who actively seek out and exploit referrals earn 4 to 5 times more than those who don’t ( source ). 91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals ( source ). Thursday is the best day to prospect. Wednesday is the second best day ( source ).
BuzzBoard
FEBRUARY 28, 2024
This kind of rapport leads not only to repeat business but also to referrals, contributing to agency growth and profitability. billion in 2018 and is projected to grow in the future. Leveraging this while growing your marketing agency can foster close bonds with your clients, leading to repeat business and referrals.
PandaDoc
JULY 1, 2020
Create referral programs. Referrals can be neglected by a modern salesperson. Only 30% of B2B companies have a formal referral program in place, yet 65% of those with referral programs believe that referrals are very important to their company’s sales success. Why create referral programs?
No More Cold Calling
OCTOBER 18, 2018
Getting referrals business should be top. According to CSO Insights , “Only slightly more than half of sales representatives (53%) are meeting or exceeding their quotas according to our recent (2018) World-Class Sales Practices Study. Why Aren’t Referrals on the Radar? priority in your sales prospecting techniques.
Hubspot Sales
AUGUST 15, 2018
Rather than a meeting or call request, soften and socialize your close by asking the CEO for a referral or a connection to more information. They’re extremely savvy when it comes to social dynamics and credibility. Take this information and play in their wheelhouse.
Hubspot Sales
FEBRUARY 13, 2018
Get referrals from current customers. For example: We are looking to work with three new commercial landscaping companies by September 1, 2018 that are interested in building their business in the greater Phoenix, Arizona area. Everyone agrees that referrals are effective, but for some reason it’s hard to implement it effectively.
Sales Readiness Group
AUGUST 20, 2019
billion by 2018. Dropbox has historically relied on viral growth, together with a referral marketing model, with more than 90% of its revenue generated from self-serve channels. Well, Dropbox , the file storage company, founded in 2007, grew its revenues to $116 million by 2012. Its sales then rocketed to $1.46
Hubspot Sales
SEPTEMBER 6, 2018
With the rise of social media and the demand for authenticity, advertisers and companies are now investing more in ways to harness the power of word of mouth marketing and referral programs to grow sales. In summer 2018, we launched the Will Reed Women’s Sales Fellowship in partnership with MongoDB and AppDynamics. Where: Houston, TX.
Circleback
JANUARY 30, 2018
Amidst this chaos, let’s focus on what will really matter in 2018. Trends to Watch for in 2018. 2018 will see the development of more new tools and technologies powered by AI. In 2018, expect an entirely new set of innovative approaches to lure, satisfy, and delight customers. Happy 2018! Data Will Be Key.
Alice Heiman
MAY 23, 2019
In May of 2018, Salesforce reported that 57% of sales reps didn’t hit their sales goals. Fortunately, by the end of 2018 things were looking up. Help them create a plan for finding new opportunities, growing existing accounts, leveraging referrals and moving things through the funnel. There is hope. .
Zoominfo
SEPTEMBER 1, 2019
The statistics show that customers respond more favorably to personalized loyalty programs: 86% of companies that exceeded their 2018 ROI goals for their marketing budget reported that personalization made up 21% or more of their budget. And If paired with a referral program , you can collect valuable feedback to impress future prospects.
Zoominfo
JANUARY 23, 2019
Referral potential – What types of customers have the most referral potential? Existing Customer and Prospect Data An easy and effective way to add new contacts to your prospect list is to ask existing customers for referrals. 92% of buyers trust referrals from people they know.
Miller Heiman Group
JUNE 4, 2019
The 2018–2019 Sales Performance Report from CSO Insights shows that more than 70 percent of revenue comes from existing customers. An organization’s service response then ensures the client has an experience that creates customer loyalty, paying dividends in the form of the four R’s: revenue, repeat business, referrals and reputation.
Hubspot Sales
FEBRUARY 12, 2018
I can offer you a free consultation on [your lead gen strategy, D&I initiatives, customer referrals plays]. goals in 2018. If that’s changed, let’s discuss how you can jumpstart your XYZ efforts in 2018. Accomplishment #3, e.g. “Increased number of employee referrals by 20%”. Send these messages to new opportunities.
Hubspot Sales
MAY 4, 2020
The Demand Gen Report 2019 Content Preferences Survey found 95% of respondents seek credible content from industry thought leaders — up from 62% in 2018. The top uses for social media by sales reps include networking, prospecting, research, referrals, closing. On LinkedIn, video campaigns have a view rate of 50%.
Nutshell
AUGUST 27, 2018
Ask your current customers for referrals. The contact has never met you, nor have you been mentioned as a referral. Examples include sending them a white paper prior to the call, being mentioned as a referral from another client, commenting on some of their social media posts, or shaking their hand at a networking event.
Hubspot Sales
DECEMBER 23, 2021
When your customers get to the point where they're seeing results (thanks to your product), they'll start telling other people about it and driving referrals. Editor's note: This post was originally published in October 4, 2018 and has been updated for comprehensiveness.
Miller Heiman Group
MARCH 10, 2020
Loyalty drives the 4 Rs: revenue, reputation, referrals and retention. Our 2018-2019 Sales Performance Report showed that 70% of B2B revenue comes from existing customers. Just meeting, not to mention exceeding, the modern customer’s expectations for a personalized, enhanced, omnichannel experience is getting harder.
Sales Hacker
DECEMBER 7, 2020
Next was good old-fashioned referrals and networking, and then the newcomer LinkedIn, both through personal accounts and using Sales Navigator. Surprising because these activities were effectively outlawed by data protection legislation, such as GDPR , which was introduced in 2018 in Europe.
Hubspot Sales
JUNE 22, 2018
In fact, getting a response from prospects was identified as the hardest part of the sales process in the 2018 State of Inbound Sales Report. Use every method available to attempt to connect: email, voicemail, phone, social media, events, newsletters, and blog posts, as well as referrals. Put more effort into getting referrals.
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