Sales 2.0

SEPTEMBER 6, 2022

x greater chance of getting an appointment if you have a relationship vs. if you don’t (source: Sales Benchmark Index ). Once you’ve figured out which accounts you want to target, SPEAR Selling lays out a solid framework for going after them. Even if you have a referral, it’s worth thinking about this.

Referrals 195

Referrals Demographics Account Competition 195

No More Cold Calling

APRIL 26, 2021

Referral sellers have been relationship-building their way through the pandemic. But while it may be as close as you can get to in-person, it’s not, and you’re not. If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. But not referral sellers.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

The Pipeline

AUGUST 31, 2021

Closing business and prospecting to ensure you avoid the January lull with a pipeline that propel you to success. What follows are five things you can do any time in any year, but given the opportunities, they are crucial this year. Harvest referrals. Harvest Referrals. Take time to catch up with your inbox.

Harvest 360

Harvest Referrals Call-back Video 360

No More Cold Calling

JUNE 24, 2021

How to ask for referrals and other FAQs. After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. In no particular order, here are the most common referral selling questions I hear … 1. How do I get over my reluctance to ask for referrals?

Referrals 256

Referrals Outsourcing Services Sales Outsourcing Meeting 256

No More Cold Calling

NOVEMBER 8, 2021

Your referral network is your net worth in sales. “How do I ask for a referral from customers I haven’t spoken with in two years?” Every client had a singular focus: How do we get referrals from our clients? But that can be a big problem, because customer relationships drive referral sales.

Referrals 227

Referrals Customer Revelation Networking 227

Sales 2.0

MAY 1, 2020

When all this happens, you may easily forget the lessons of this panic/pandemic. One reason you may forget this lesson is because big customers are not easy to win. You may go back to what is easy. Selling to enterprise accounts needs to be a habit, like eating well or working out, you need to make it part of your DNA.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

No More Cold Calling

DECEMBER 30, 2021

Find out what you might have missed from No More Cold Calling in recent months. The most valuable business relationships that salespeople have are those with our clients—the people who know our value, give us repeat business, and provide us with referrals to other great clients. Why You Can’t Automate Referral Leads.

Referrals 194

Referrals Small Business Small Business Cold Calling 194

No More Cold Calling

MARCH 30, 2023

As we wrap up Women’s History Month 2023, I’d like to give a shout-out to the men in our lives. We have always needed and respected our male allies—those of you who encourage and support women and set the stage for our success. And we’ll get there a lot faster with you on our side. You probably know one or two, as I did.

Referrals 156

Referrals Cold Calling Social Media Call-back 156

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 had worked with enough of these companies to know that, while they all had a business plan, you couldn’t find a section on business development if you tripped on it.

Referrals 291

Referrals Cold Calling Survey Scale 291

Sales and Marketing Management

OCTOBER 9, 2020

Author: Matt Kamp For B2B sales teams, referrals are worth their weight in gold. When customers or other companies refer people to you, your company is viewed as more trustworthy in front of those leads, and because of that trust, you can expect a faster – and more successful – sales cycle. That’s a huge jump. The secret?

Referrals 177

Referrals Company Scale Case Study 177

Jeffrey Gitomer

MARCH 4, 2019

Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Here are the prerequisites: You consider yourself the best at what you do. You do a memorable job in making the sale. You do a perfect job of delivering what you promised.

Referrals 289

Referrals Real Estate Lead Rank Lead Scoring 289

No More Cold Calling

AUGUST 1, 2019

Referral makers don’t want your money. You’re going to pay me how much for referral business? When I refer you, I put my reputation on the line, so I need to trust that you’ll take care of my connection as I would. You won’t pitch, you’ll share best practices, and you’ll follow up. Referrals aren’t about money.

Referrals 289

Referrals System Cold Calling Social Media 289

Sales 2.0

JULY 8, 2022

Here’s the framework: Are you contacting the right people? Do you know how you help? Does the person you are contacting trust you? Are you contacting the right people? Are you contacting the right people? Before you can go setting up meetings, you need to figure out who you need to meet.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

No More Cold Calling

MAY 2, 2019

But it’s easy to understand the confusion, considering how many pushy, arrogant salespeople give the rest of us a bad reputation.). You might be thinking that just because small business owners lack sales experience doesn’t mean they don’t want to learn how to sell. Was anyone going to come and learn how to sell by referral?

Small Business 316

Small Business Small Business Referrals Hiring 316

Jeffrey Gitomer

MARCH 5, 2019

The most coveted prize in selling besides a sale is a referral. How do you approach this person? Everyone tells you to get referrals, no one tells you what to do next. How do you maximize the selling power of this referral? Get personal information about the referral before you make the first contact.

Referrals 284

Referrals Call-back Cold Calling Meeting 284

Mr. Inside Sales

AUGUST 23, 2020

Here are 5 things you can do right now to prepare for a good fall, and a happy holiday season to come: 1. Here are 5 things you can do right now to prepare for a good fall, and a happy holiday season to come: 1. Don’t give up. They want to—and need to—buy what you are selling. And then ask for referrals.

Face-to-face 220

Face-to-face Referrals Call-back Quota 220

No More Cold Calling

MARCH 29, 2019

When you think about salespeople, you probably picture men. That’s why we’re great at getting referrals. We also understand that to get referrals, we must continue to invest in building our referral networks. When you picture most (or all) of the cult sales movies, the main character is always a sales guy.

Referrals 312

Referrals Cold Calling Networking Call-back 312

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?! If you don’t provide this content, you risk not being included in the potential vendor list. Referrals were hit and miss. Everyone gets inbound referrals.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

Zoominfo

DECEMBER 6, 2021

Scenario Customer referrals with compelling stories of success with your solution can be a significant contributor to your business pipeline. Make it easy for your customers to give referrals. Some referral programs provide incentives, while others rely on the goodwill of their customers.

Referrals 100

Referrals Customer Incentives Incentive 100

Janek Performance Group

OCTOBER 1, 2021

On a scale of 1-10, how critical are referrals to your business? If you did not answer with a 10 you might want to think about this…. The Facts About Referrals: The average business spends 5x more on trying to acquire new business than on generating referrals from existing clients. I don’t want to look desperate.

Referrals 118

Referrals Scale Influencer Lead Rank 118

No More Cold Calling

SEPTEMBER 1, 2016

Here’s how to actually win with referral sales strategies. More than 90 percent of salespeople convert at least half of their prospects to clients when they get referrals. I asked the same question in a different webinar, and 80 percent reported turning at least half of all prospects into clients when they get referrals.

Referrals 274

Referrals Webinar Metrics Cold Calling Competition 274

No More Cold Calling

FEBRUARY 15, 2018

The decision-makers you want to reach aren’t playing hide-and-seek with your team. Are You Always Successful at Getting Past the Gatekeeper? Are You Always Successful at Getting Past the Gatekeeper? So, I included the question “Do you always get past the gatekeeper?” in my Referral I.Q. percent answered no.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

MTD Sales Training

OCTOBER 23, 2017

I have seen and heard tons of techniques and tricks on how to ask for referrals from your customers. But I have to tell you that most of those so-called golden nuggets are actually outdated, old-school pitch-mentality approaches to working with updated, modern and sophisticated consumers. And you do it for FREE ! “Mr.

Referrals 238

Referrals ACT Education Consumer 238

Zoominfo

JANUARY 27, 2019

Think about the last book you read or television show you watched. But more likely than not, you made your choice based on the recommendation of a friend, family member, colleague or online review. We’ve already told you word-of-mouth influences purchase decisions more than traditional marketing. The question is, why?

Social Media 210

Social Media Marketing Referrals Influencer 210

Zoominfo

MARCH 6, 2019

How do you convince someone to buy a product? But, regardless of the products you sell or the space you sell into, nothing sways a person’s buying decisions quite like a recommendation from their trusted peers. In fact, 84% of B2B decision makers start the buying process with a referral ( source ).

Referrals 130

Referrals Marketing Incentives Incentive 130

No More Cold Calling

APRIL 26, 2018

Price isn’t an issue with referral business. If you must reduce your price, take something away. Or give them a choice of what to eliminate. Your client gets a perk they didn’t expect, which makes them even more comfortable signing a deal with you. Prequalify with Referrals. Your referral business is sealed.

Negotiation 237

Negotiation Referrals Lead Qualification Discount 237

No More Cold Calling

JANUARY 9, 2020

Poor leadership will cost you $3.5 You wouldn’t want a surgeon with a 50-percent success rate, a mechanic that only puts air in two of your tires, or a service provider whose solution only works half the time. It’s to give them the tools to do their jobs and then get out of their way. million per sales manager.

Sales Management 390

Sales Management Hiring Cold Calling Quota 390

No More Cold Calling

AUGUST 29, 2019

That might mean writing a proposal, researching prospects, following up with potential clients, attending networking events, or asking for referrals. There’s always time to send one more email, participate in one more conversation on LinkedIn, or make one more referral call. Examine what you do first every day.

Referrals 166

Referrals Closing Lead Gen Social Media 166

No More Cold Calling

APRIL 9, 2020

Do you know how to have that kind of sales conversations? It’s the sales conversations book that will teach you everything you need to know. You Are the Ultimate Sales Technology”. It’s Not 140 Characters; It’s You …. I am not, I assure you, a technology neophyte or a Luddite. Do your salespeople?

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Sales and Marketing Management

JUNE 19, 2018

Such a negative viewpoint only fosters a feeling of distrust for sales experts, making it tough to close deals and garner referrals. My team chooses to honor others before ourselves, and our referral rate is 10 times everyone else’s. Sounds great, John,” you might be saying, “but how does this work in practice?”

Referrals 219

Referrals Journal Buyer Persona Study 219

SBI Growth

SEPTEMBER 3, 2013

Referrals continue to be the highest quality leads. However, most sales organizations are awful at generating referrals. 3 Reasons Why You Aren’t Getting Enough Quality Referrals. The customer will tell you he’s done it, but you never know for sure. This leads to poor quality referrals.

Referrals 288

Referrals Lead Generation Ideal Customer Profile LinkedIn 288

Partners in Excellence

FEBRUARY 13, 2024

What feedback are they giving us about our solutions, our engagement strategies, our company reputation, and how we work with them? What direct referrals and introductions might they give us? ………… Customers can be so much more important than the revenue they give us.

Customer 121

Customer Face-to-face Margin Revenue 121

Hubspot Sales

DECEMBER 6, 2022

And how can it help you close more deals? Exchange referrals with your ecosystem. Formal partner programs provide one of the more effective avenues for connecting you with other organizations in your ecosystem — but you don't necessarily need one to work with those kinds of companies and leverage that network effectively.

Closing 104

Closing Ideal Customer Profile Scale Referrals 104

No More Cold Calling

APRIL 29, 2018

Find out about my new LinkedIn Learning course—plus, what you might have missed from No More Cold Calling this month. 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? How to ask for referrals in the right way.

Referrals 136

Referrals LinkedIn Examples Cold Calling 136

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. In this comprehensive guide, you will gain insights into the transition from traditional to modern selling techniques and understand the impact COVID-19 has had on sales strategies. Enter digital referrals.

Referrals 89

Referrals Maximizer Ideal Customer Profile Social Media 89

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.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

No More Cold Calling

MAY 19, 2016

Maximize your net worth via your referral network. I accepted his standard invitation, thinking he might be a good connection, and sent a personal message inviting him to contact me with any questions about referral selling. His response: “What is referral selling?”. But they aren’t the only members of your referral network.

ACT 260

ACT Referrals Social Media Cold Calling 260