No More Cold Calling

MARCH 30, 2023

” Referrals shouldn’t be the exception either. Just as importantly, I’ve learned how to turn a loss into a win, either by reflecting on the lessons learned with each loss or by asking outgoing clients for referrals. I also know when I have earned the right to ask those prospects for referrals. My prospects are on my side.

Referrals 156

Referrals Cold Calling Social Media Call-back 156

No More Cold Calling

NOVEMBER 16, 2018

If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me referral business doesn’t scale. Scaling a referral business is a series of steps that must be taken.

Scale 313

Scale Referrals Hiring Sales Qualified Lead 313

No More Cold Calling

NOVEMBER 29, 2018

This is the best time to build your referral network. In the meantime, check out this month’s posts from No More Cold Calling: 4 Reasons You Shouldn’t Get the Referral on LinkedIn. My client, Sue, identified a colleague on LinkedIn who knew her prospect, George—a high-profile, very senior buyer. Make the most of it.

Referrals 238

Referrals Networking Scale Cold Calling 238

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? You’ll let me know if this was a good referral for you. You’ll let me know if this was a good referral for you. You’ll send me a handwritten thank-you note , whether the referral worked out … or not. We all know why.

Referrals 289

Referrals System Cold Calling Social Media 289

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?! B2B buyers want to do 70-90% of their product or solution research before speaking to a specific vendor. Referrals were hit and miss. Everyone gets inbound referrals.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

No More Cold Calling

NOVEMBER 2, 2018

How to connect beyond the click when asking for referrals. My client, Sue, identified a colleague on LinkedIn who knew her prospect, George—a high-profile, very senior buyer. She’d tried asking for referrals to George on LinkedIn, but she felt their introductions lacked the emotion needed to convince George to meet with her.

Referrals 253

Referrals LinkedIn Social Media Ideal Customer Profile 253

No More Cold Calling

JUNE 7, 2018

And how can a B2B referral program drive up those numbers? We all look the same to our buyers. Problem is, buyers don’t actually buy software. They buy what your software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. Why a Referral Program Ensures Trust.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

RAIN Group

SEPTEMBER 9, 2021

Referrals are among the top ways sellers get leads and new business, but many struggle with generating them consistently. Often, this is because they haven’t thought about why buyers should refer them. They don’t have a system in place for generating referrals.

Referrals 129

Referrals Buyer System Marketing Qualified Lead 129

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.

Referrals 176

Referrals Hotels Cold Calling Scale 176

No More Cold Calling

APRIL 6, 2017

Think a referral system is easy? That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. And it only works if you have a referral system in place to ensure sales reps ask for referrals every day. The business case for referral selling is loud and clear. Think again!

Guarantee 233

Guarantee Referrals Prospecting Lead Generation 233

No More Cold Calling

JUNE 29, 2019

Don’t miss this opportunity for your own training in the Virtual Referral Selling Workshop Series beginning Tuesday, July 16. Enter the Referral Code Save300. In the meantime, here’s what you might have missed from No More Cold Calling this month: How to Ask for Referrals: A Comprehensive Guide.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

No More Cold Calling

JANUARY 31, 2019

You’ll be one of the 82 percent of reps who aren’t trusted by buyers. How about a buyer who enjoyed receiving cold calls? 5 Reasons Your Team Doesn’t Know How to Get Referrals. Ask most anybody for the secret to how to get referrals, and they’ll probably tell you the first step is to simply ask. Don’t like that picture?

Cold Calling 222

Cold Calling Referrals Face-to-face Sales Qualified Lead 222

No More Cold Calling

OCTOBER 1, 2019

If you want to boost your sales pipeline for Q1, I have a simple “ask”: Check out my referral course on LinkedIn Learning. Sales reps tell me they like getting referrals, but they’re not comfortable asking, and they don’t know how to ask. Once they learn how, they vow to adopt a referral approach for 2020. I’d had it.

Referrals 209

Referrals Pipeline Sales Qualified Lead Cold Calling 209

No More Cold Calling

AUGUST 30, 2018

Referrals are HOT, HOT, HOT! Reps fool themselves into believing that they’re not sending cold emails or making cold calls because they’ve researched their prospects and sent emails with catchy subject lines about why buyers should talk to them. Even if they do know each other, name dropping is not the same thing as having a referral.

Referrals 258

Referrals Cold Calling Social Media Lead Generation 258

No More Cold Calling

APRIL 29, 2018

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? LinkedIn Learning has just released my complete referral system. I share plenty of referral examples and explain why referral sales works.

Referrals 136

Referrals LinkedIn Examples Cold Calling 136

No More Cold Calling

JULY 5, 2018

Getting meetings with decision-makers is an even greater struggle, because companies all look alike to buyers. So, how do you cut through the noise and actually talk to your buyers? By getting referrals. And my new sales training courses on LinkedIn Learning and Lynda.com are your ticket to referral selling. Talk to me.”.

Referrals 159

Referrals Prospecting Cold Calling Decision Maker 159

SalesFuel

MARCH 11, 2024

Sales leaders recently gathered to discuss the many ways that buyers are changing. As Amari Gonzalez writes for LinkedIn : “Over the past few months, we sat down with some of the most innovative sales leaders today … And [we] asked them how they are connecting with buyers.” A variety of factors are influencing their behavior shifts.

Buyer 52

Buyer Referrals Hiring Decision Maker 52

No More Cold Calling

JULY 28, 2019

What happened to an omnichannel approach and focusing on the buyer? Every buyer has a preferred learning style. Your Referral Network Is Shrinking [Why That’s a Good Thing]. Read “ Your Referral Network Is Shrinking [Why That’s a Good Thing].”). Read “ Your Referral Network Is Shrinking [Why That’s a Good Thing].”).

Referrals 153

Referrals Video Cold Calling Networking 153

No More Cold Calling

APRIL 30, 2017

We all look the same to our buyers, and that’s a problem. He said the most important questions salespeople need to answer for their buyers are: “Why Change and Why Us?”. Answer those questions, and you’ve created the buyer’s vision for the future. I use the referral system I developed 20 years ago. That’s not winning.

Referrals 149

Referrals Cold Calling Lead Rank Lead Scoring 149

Sales 2.0

MARCH 6, 2024

Understanding each buyer’s needs : We often think we know our buyers but somehow we don’t really “get it” at a core level. We have a “fuzzy” understanding of why our buyers’ buy and are missing the key emotional levers that really make them commit. Getting referrals : Most salespeople do not ask for enough referrals.

Lead Rank 195

Lead Rank Lead Scoring Leads Marketing Qualified Lead 195

No More Cold Calling

JULY 29, 2018

Are you asking for referrals from every one of your clients? Not just your buyers, but from all the people you meet at client companies during the buying process? Learn more about referrals in my blog posts this month. Learn more about referrals in my blog posts this month. By getting referrals. Forget closing.

Referrals 168

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 168

Act!

DECEMBER 19, 2023

That’s precisely what referral networks help you achieve. A strong referral network helps fill your sales pipeline with high-quality leads in your target market who are interested in purchasing from you. In this post, we’ll discuss effective ways to build a referral network for your business.

Referrals 52

Referrals Networking Ideal Customer Profile Sales Qualified Lead 52

No More Cold Calling

APRIL 11, 2024

It’s OK to double your price for PITA clients Every buyer isn’t your client. If buyers continue to make unreasonable demands and keep changing requests and deadlines—even after you’ve given them exactly what they need—then you’re dealing with PITA clients. Get insider secrets for mastering referrals.

Referrals 156

Referrals Cold Calling Exact Energy 156

No More Cold Calling

APRIL 29, 2019

Therefore, what differentiates us is creating a compelling experience that buyers will remember. Referral sellers. The post Even in B2B, Customer Experience Defines You (April Referral Selling Insights) appeared first on No More Cold Calling. Tiffani reminded us that growth is getting harder and customers are smarter.

Referrals 261

Referrals B2B Sales Qualified Lead Cold Calling 261

SBI Growth

SEPTEMBER 3, 2013

The goal of prospecting - gain access to a high quality potential buyer. 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. Or they ask, but they don''t ask with a specific buyer in mind.

Referrals 288

Referrals Lead Generation Ideal Customer Profile LinkedIn 288

No More Cold Calling

MAY 4, 2017

Asking for referrals? Digital Referrals? Your account-based selling team breaks all the rules of social selling when they ask for referrals on LinkedIn. Selling—and referral selling in particular—requires real relationships, not just social media connections. Referral Selling IS Social Selling.

Referrals 197

Referrals Account Sales Qualified Lead Social Media 197

Connect2Sell

FEBRUARY 27, 2019

We’re covering 12 different ways you can make a lasting impression with buyers. The benefits for you of becoming more memorable include differentiation, competitive advantage, confidence, getting more referrals, and making more sales.

Buyer 203

Buyer How To Referrals Benefit 203

Sales and Marketing Management

JUNE 19, 2018

Look no further than a recent DiscoverOrg study on buyer personas. 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. Appreciate the little guys.

Referrals 219

Referrals Journal Buyer Persona Study 219

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. Hands down.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

Selling Essentials RapidLearning Center

MAY 12, 2021

When’s the best time to ask your buyer for a referral? Referrals aren’t a function of a specific mile marker in the sales process. And if you assume they are, you may miss great opportunities to ask for referrals that can come up at any point. So how do you go about asking for the referral?

Referrals 59

Referrals Buyer Journal Video 59

Allego

OCTOBER 29, 2021

As face-to-face interactions become less frequent, finding a way to connect with buyers grows more essential. To facilitate the experience, your goal shouldn’t only be to sell to a buyer but to see the sales cycle from their perspective. Because you’re a buyer too. Allow your curiosity to fuel your buyer research.

Buyer 138

Buyer Face-to-face Referrals Ideal Customer Profile 138

Zoominfo

MARCH 6, 2019

In fact, 84% of B2B decision makers start the buying process with a referral ( source ). Today, we’re taking a deeper look at one of the most effective word-of-mouth marketing strategies: referral marketing. Keep reading and learn everything you need to know about referral marketing! What Is Referral Marketing?

Referrals 130

Referrals Marketing Incentives Incentive 130

No More Cold Calling

JULY 29, 2021

The buyers had no idea why they were meeting, and the salesperson didn’t ask enough discovery questions to offer tailored solutions. This is not how you wow buyers, build relationships, and convert prospects into clients. Do sales reps demonstrate product features, or do they discuss the benefits for buyers?

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

No More Cold Calling

JUNE 29, 2017

These are the attributes of account-based sales teams who embrace referral selling. To learn more about the role of referrals and relationships in account-based selling, check out this month’s blog posts from No More Cold Calling: Do Account-Based Sales Reps Really Need SDRs? Test Your Referral Savvy. Take the Referral I.Q.

Referrals 149

Referrals Cold Calling Account Travel 149

MTD Sales Training

AUGUST 24, 2017

How confident do you feel in asking for referrals ? Add A Link To A Form On Your Website For Referral Submissions. You can inspire confidence in your referral sources by letting them know that 80% (or whatever) of your business comes from repeat customers. . Offer A Referral Commission. Inspire Confidence.

Referrals 189

Referrals Ideal Customer Profile Small Business Small Business 189

No More Cold Calling

OCTOBER 29, 2017

What if a buyer tells us her problem and then switches gears? But the good news is that referral selling mitigates these fears. Find out how in my blog posts from this month: Why Your Account Based Sales Team Will Never Be Good at Referrals. Read “ Why Your Account Based Sales Team Will Never Be Good at Referrals.”).

Referrals 159

Referrals Cold Calling Webinar Metrics Direct Mail 159

No More Cold Calling

OCTOBER 31, 2019

Considering only about 18 percent of buyers fully trust salespeople, perhaps more salespeople should be acting like bulldogs — i.e., acting like successful women in sales. Register NOW for Last-of-the-Year Referral Selling Virtual Workshop. In other words, now’s the time to be asking for referrals. Find Out How.”).

Referrals 136

Referrals Sales Qualified Lead Face-to-face Cold Calling 136