Janek Performance Group

OCTOBER 1, 2021

On a scale of 1-10, how critical are referrals to your business? The Facts About Referrals: The average business spends 5x more on trying to acquire new business than on generating referrals from existing clients. Does this data change your perspective on how critical referrals are to your business?

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No More Cold Calling

APRIL 30, 2017

Sales teams who adopt referral selling have an advantage: Their referral sources generate enough value for prospects to agree to a meeting. For more on the power of referral selling, check out this month’s blog posts from No More Cold Calling: Why Reps Hate Asking for Referrals Just as Much as Cold Calling. Surprised?

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Referrals Cold Calling Lead Rank Lead Scoring 149

No More Cold Calling

OCTOBER 1, 2018

Plus, check out this month’s blog posts from No More Cold Calling: The Best Referral Programs Start with a “Referral Culture”. For the first time ever, clients are asking me how to build a “referral culture.” Sales VP Sam told me he wants to create a referral culture, as did CRO Sue, and CEO Amanda. At least not at scale.

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Referrals Cold Calling Negotiation Social Media 159

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. The problem lies in treating feedback and coaching as interchangeable, because they certainly aren‘t. Feedback Benefits What is coaching? Sales Coaching Benefits 1.

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Keith Rosen

AUGUST 13, 2020

How would getting more referrals impact your business? Most salespeople are reluctant to ask for referrals, in fear of the response. Instead, create a referral agreement that would make your customers want to refer tons of referrals to you. What is a Referral? What exactly classifies as a referral?

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No More Cold Calling

AUGUST 1, 2013

It’s up to you to lead the referral-selling charge. Whether you are CEO, vice president, or a sales manager , you have a central role in your company’s sales process and in the decision to transition to referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time.

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Referrals Sales Qualified Lead Cold Calling Penetration 253

Pipeliner

JUNE 20, 2023

Are you tired of the traditional tactics of asking for referrals and not getting any results? Do you feel like your referral campaigns are falling flat? Look no further than Stacy Brown Randall’s “backward approach” to generating referrals. But it’s not just about delivering excellent work.

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No More Cold Calling

JULY 30, 2017

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. It requires personal connections—referral introductions from current clients. Test Your Referral Savvy. I’m conducting a study on referrals, and I need your help. Take the Referral I.Q.

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Referrals Cold Calling Lead Rank Lead Scoring 120

No More Cold Calling

DECEMBER 30, 2014

When you receive referral introductions from people your prospects know and trust, their gatekeepers will happily patch you through. Plus, the connections you make during this festive time of year can help you grow your referral network. When it comes to coaching, are we focusing on the wrong group? You’re not fooling anybody.

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No More Cold Calling

OCTOBER 30, 2016

These referral posts from October will help you get there: Think Robots Will Replace B2B Sales Reps? 6 Simple Ways a Referral Program Eradicates Top Sales Challenges. The solution is clear and right in front of you: a disciplined, systematic referral program with skills, metrics, and accountability for results.

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Referrals Sales Qualified Lead Lead Generation Cold Calling 120

No More Cold Calling

OCTOBER 20, 2016

Sure, they provide “training,” but training without reinforcement, coaching, accountability, and practice is a waste of time and money. When sales leaders ask about the duration of my referral program , I reply that it’s 90-plus days, including the initial skills building and then ongoing follow-up and practice.

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No More Cold Calling

JULY 31, 2016

Here’s what they told me: While only 6 percent of attendees already had a referral system in place, by the end of the 45-minute webinar, 91 percent said they were ready to commit to referral selling as their primary outbound prospecting strategy. But referral selling isn’t easy. Test Your Referral Savvy.

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Referrals Webinar Metrics Cold Calling Social Media 120

No More Cold Calling

JANUARY 7, 2016

” What About a Referral Program? But there was no referral program in place, so no one was asking for referrals. Ernest understood that asking for referrals is the way to build a cadre of great clients, but he didn’t have a clue why his reps weren’t asking. Asking for referrals is a behavior shift.

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Referrals Lead Rank Sales Qualified Lead Lead Scoring 120

Increase Sales

JUNE 29, 2016

Sales referrals are an excellent revenue producer. Some, not all, executive coaches or business coaches in the first 15 minutes of the sales conversation can usually determine the problem or problems keeping the sales referral from the attainment of his or her goals. Yes not all sales referrals produce revenue.

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Sales 2.0

SEPTEMBER 6, 2022

The four pillars of this framework are: Triggers Referrals Insights, and Competitive Intelligence. Referrals are the top way to boost the likelihood of getting a meeting—that first most important step into getting into a new account. Even if you have a referral, it’s worth thinking about this.

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No More Cold Calling

AUGUST 27, 2015

In the meantime, learn more about referral selling in this month’s posts: Don’t Confuse “Target Market” with “Ideal Client” It’s not marketing’s job to identify and nurture your ideal clients, or to convert them into qualified prospects. Does “Call Reluctance” Prevent You from Asking for Referrals? “I That’s the job of sales people.

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Referrals Cold Calling Lead Rank Lead Scoring 120

Steven Rosen

APRIL 3, 2018

The What, Why, How, and When of Executive Sales Coaching. Executive coaching is estimated to be a $2-3 billion/year global industry. There has been dramatic growth in the number of people who are becoming coaches and leaders who are hiring coaches. Why Executive Sales Coaching . What is Executive Sales Coaching?

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No More Cold Calling

JULY 31, 2012

My brilliant colleague, Jonathan Farrington, chimes in on the power of referral selling. He’s resides thousands of miles from me—in London and Paris, but a continent and an ocean cannot deny the truth: referrals rock and cold calls…don’t. Read on: “Is referral selling all it’s cracked up to be? No brainer?

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Referrals Cold Calling Sales Qualified Lead Government 209

Alice Heiman

FEBRUARY 12, 2020

W hat if you had more time each day to spend coaching your salespeople to close business? So how m uch time did you spend coaching your salespeople to close business this week ? . It’s easy enough to allocate time to coaching and it’s crucial to your success. Sales Coaching Defined . Planning is the key.

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No More Cold Calling

JULY 13, 2017

They can measure the right sales activities, manage to those activities, and coach account based sales reps on the behaviors that turn those activities into revenue. Coach What You Can Control. Coaching is a key concept here. My Favorite Metric: Referrals. Measuring referral activities is simple. Get metrics.

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Account Referrals Cold Calling Ideal Customer Profile 287

Increase Sales

AUGUST 6, 2012

” as a sales referral is the best way to increase sales. If you have been in business for a while, there may also exist a teeny, tiny, itsy bitsy voice inside of your head or your gut brain, quietly whispering, “this is a sales pitch in disguise as a cold call and not a true sales referral.” Share on Facebook.

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Referrals Cold Calling Face-to-face Small Business 177

No More Cold Calling

DECEMBER 20, 2012

What’s your best referral story of 2012? If you’ve been taking my referral advice and you’ve stopped cold calling, you have more than one great referral story to share. That’s way I created my referral contest, The Best Referral Story of 2012. The Referral Scenario—Success! You deserve the spotlight.

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Referrals Cold Calling Sales Qualified Lead Call-back 176

Engage Selling

APRIL 11, 2019

?????????????The number one question I get from sales leaders: how do I get my sellers to ask for more referrals? Sellers are notoriously bad at asking for referrals at a business to business environment because it makes them sound needy, … Read More »

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Sales 2.0

MAY 1, 2020

Do you have any tips, maybe from a coach, that something is up in that account that may make them a good fit for you? Referrals from your clients and network : In all my years of selling the one thing that I have found makes the biggest difference is having a relationship. From a relationship you can get a referral.

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Increase Sales

FEBRUARY 8, 2013

So many times I am asked for a sales referral from my various contacts, clients and colleagues. For most of them I cannot in all honesty make any sales referral because of these reasons: 1. Sales Training Coaching Tip: You are indeed judge within the first 8 to 15 seconds. In the minority of those instances, I can comply.

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Referrals Networking Coaching Webinar Metrics 129

No More Cold Calling

MAY 11, 2011

Referral Selling Training Programs. Referral selling rocks! Based on my proven methodology, and No More Cold Calling’s referral-selling tools, you’ll blow past your sales forecast and deliver sales you can bank on. Enroll your clients in your referral process. Your Guaranteed Referral Process. Speaking Video.

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Cold Calling Referrals Gatekeeper Top of Funnel 205

No More Cold Calling

JULY 27, 2023

referral sources), and nurture our networks with relevant content. An email won’t make that happen, but a trusted referral and a personal connection will. It takes building skills, lots of practice, joint calling, feedback, coaching, and reinforcement. It can help us research prospects, identify mutual connections (i.e.,

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Decision Maker Referrals Face-to-face Social Media 156

Increase Sales

OCTOBER 8, 2014

These folks remind me of executive coaches, small business coaches and life coaches who shout out about their coaching certifications. After 10 plus years as a small business coach, I have only been asked that question by other certified coaches. Have no social media buttons for sharing. Share on Facebook.

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Coaching Marketing Small Business Small Business 139

Increase Sales

MARCH 8, 2013

Sales referrals seem to be streaking through the B2B marketplace faster than northern lights. A sales referral is not to be taken lightly such as demonstrated through a mass email using some automated system. Each week I receive calls from salespeople who are engaged in the use of sales referrals. Be careful not to damage them.

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Referrals Cold Calling Lead Rank Lead Scoring 128

No More Cold Calling

JANUARY 23, 2020

If clients ask me to train their sales teams on referral selling with no strategy, no metrics, no accountability, and no coaching, I walk. Then introduce your team to the only sales tactic that guarantees all your leads are qualified—referral selling. If clients don’t agree or aren’t willing to invest in what works, get out.

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Pipeliner

DECEMBER 31, 2017

Weren’t coached by their sales managers. 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. Didn’t follow up with the leads they had.

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Referrals Sales Qualified Lead Cold Calling Social Media 75

Sales 2.0

JULY 8, 2022

They could be what Miller Heiman call a “ coach ”, someone that will give you information on what is going on in the account– the kind of information that can massively increase your chances of winning a deal. When you’re job hunting, career coaches tell you to set up “informational interviews”. This is because of trust.

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Steven Rosen

FEBRUARY 11, 2024

Summary Video Article: Title: “The Importance of Setting Learning Goals for Sales Leaders “ Byline: By sales leadership and coaching experts Colleen Stanley and Steven Rosen. For instance, if the goal is to increase prospecting activities, salespeople need the necessary skills in email outreach, networking, and asking for referrals.

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Social Media Sales Goal Territories Lead Rank 156

No More Cold Calling

JANUARY 9, 2020

Isn’t it time to focus on what really matters—coaching, guiding, and nurturing your sales team? For a crash course in how to blow past quota with referral selling, invite Joanne to speak at your next sales event. Yet, modern sales managers have their heads stuck in spreadsheets with priorities changing daily.

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Sales Management Hiring Cold Calling Quota 390

Increase Sales

DECEMBER 8, 2011

During the regular discussion at the South Shore Business Networking Group, the topic turned to “giving great business referrals.” The members within these groups come together to exchange small business referrals that are supposed to be truly qualified sales leads.

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SalesLoft

MAY 17, 2017

With such a deluge of information assaulting your eyes, ears, and inbox each day, a quality personal referral is more powerful than ever before. Simply doing a bit more research and asking a few questions of prospects, sales reps can reap the rewards of referrals. These are my three tips for leveraging referrals. Transcript.

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Sales Hacker

MARCH 8, 2024

Data from Crossbeam shows that ELG is the third-most cost-effective strategy behind customer referrals and inbound sales. When you use the referral link below, or the “Share” button on any post, you’ll get credit for any new subscribers. When more friends use your referral link to subscribe, you’ll receive special benefits.

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Lead Rank Referrals Lead Scoring Ideal Customer Profile 93