No More Cold Calling

OCTOBER 29, 2013

Because referral selling is, hands down, the most effective and least expensive way to attract and retain new clients. It’s called referral selling. Referrals Win Every Time. The business case for referrals is loud and clear: Decision-makers always meet with those referred by people they know and trust. Think about it.

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No More Cold Calling

MAY 28, 2017

It happened again … a salesperson asked me to connect on LinkedIn, promised he could help my business, and then wanted to know my definition of referral selling. Referral selling is my brand, my mantra—you know, the sort of thing you look up before reaching out to prospects. When Asking for Referrals Can Hurt Account-Based Sales.

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Salesmate

JANUARY 19, 2021

Enterprise sales was a distant idea to me. And writing an article on it, almost an impossible task for an enterprise newbie like myself. And so I decided to consult my friend Jay, an enterprise sales expert. How do you manage to excel at Enterprise Sales, Jay?” This is how I make the best out of Enterprise sales–”.

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DiscoverOrg Sales

APRIL 16, 2019

Nowhere is this more critical than in enterprise sales, where understanding an organization’s corporate hierarchy can illuminate the battlefield. Uncovering enterprise buying centers. Enterprise sales are also known as complex sales for a reason. Uncover more enterprise opportunity for your product or service.

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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. Associations Enterprise Sales Management Salespeople Small Business' Learn more.) [Top

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No More Cold Calling

JULY 18, 2013

A new study reveals that referrals produce far more ROI than any other prospecting strategy. I’ve been spreading the gospel about the power of referrals for decades. But until the last few years, I had only anecdotal evidence and common sense to back up my claims about the value of referral selling. Prospecting is Your Job.

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No More Cold Calling

MAY 29, 2013

5 Tips to Get Started with Referral Selling from joannesblack. The Referral Book3© Copyright Joanne Black. What is a Referral?Referred What is a Referral?You www.NoMoreColdCalling.com 8The Referral ImperativeWithout an introduction. Why Referrals are KeyWhat percent of the time do you get anew client?

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Salesmate

DECEMBER 8, 2020

Enterprise sales is undoubtedly a hard nut to crack. Besides, there are even possibilities of repeat business and high-quality referrals that can acquaint you with lucrative opportunities. Businesses can easily trust you when they see the testimonial from renowned enterprises. Selling to a large enterprise is a different game.

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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. Test Your Referral Savvy. Please take my 14-question Referral I.Q.

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No More Cold Calling

MARCH 7, 2013

Should you offer incentives to Referral Sources? When you provide a referral, your reputation is on the line. Referrals are far more powerful when they’re given out of an authentic desire to connect people who can benefit from knowing each other—rather than to get a kickback. Do you offer incentives to Referral Sources?

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Sales Hacker

OCTOBER 16, 2020

Prospecting in the enterprise environment is just different. Enterprise is generally behind the times and slow to move on new ideas. On the flip side, however, the Enterprise segment offers a vast number of decision makers to go after, and, as we all know, there is a big payoff if you can win the deal. Shifting your mental game.

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No More Cold Calling

NOVEMBER 29, 2012

Referrals and networking—these business-development activities look different, feel different, and are different. Networking and referrals are related, and there is a big difference between them. Referral selling is an intentional, disciplined, business-development strategy. Networking and referrals go hand in hand.

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No More Cold Calling

OCTOBER 20, 2011

Referral Selling Top Tip #1: When you just get a name, you’re making a cold call. Referrals make your calls HOT! . My take on referrals is clearly defined: A call is either HOT or cold. When you make a HOT call, on the other hand: Your referral source makes a personal introduction. Join the Referral-Selling Conversation.

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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

MAY 1, 2016

While I didn’t believe in paid ads, I wanted to spread the word about this offer, and the power of referral selling for lead generation. And asking for referrals is the only way to do that. Want to learn more about the power of a referral program? What’s the right way to ask for referrals? And they’re dead wrong.

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No More Cold Calling

MARCH 26, 2015

Do you know what it takes to build a business based on referrals? Do you know how to ask for referrals in a way that gets results? Or how to nurture your network so referrals keep pouring in? I’m doing some referral research and need your help. Please take my 14-question Referral I.Q. Take the Referral I.Q.

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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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No More Cold Calling

FEBRUARY 29, 2016

They also win by getting referrals. Our topic: “How to get the one-call referral meeting.” For more on the power of a referral program, check out this month’s blog posts from No More Cold Calling: How Getting Referrals Got Me to the Protected C-Suite. My referral source, Larry, is one of Bill’s largest clients.

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No More Cold Calling

AUGUST 29, 2016

Learn about fortitude and commitment in this month’s blog posts on referral selling: Social Selling Isn’t a 24/7 Job. How Referrals Close the Buyer Divide. The key to changing that perception is working through referrals. Read “ How Referrals Close the Buyer Divide.”). Test Your Referral Savvy.

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No More Cold Calling

AUGUST 25, 2015

Sure, referral leads are top-notch, but they don’t just appear. If You Don’t Ask, You Won’t Get The misconception is that customers who score us highly will automatically send us referral leads. Sure, sometimes we’ll hear from a prospect who was recommended, but referrals don’t just happen , at least not at scale.

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No More Cold Calling

DECEMBER 27, 2015

We discussed the many sources of referrals, how referral programs work, and why asking to meet “anyone who…” won’t get you introductions to the prospects you really want to meet. Andy also asked me about referral introductions on social media. Listen and learn how to do referral selling right. Test Your Referral Savvy.

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No More Cold Calling

FEBRUARY 28, 2013

Buying lists won’t boost your sales, but referrals will. And you haven’t received a referral introduction from someone the prospect trusts. Do the Work—Get the Referral. On the other hand, referral selling converts prospects to clients 50 to 70 percent of the time. In sales, the easy street is paved with landmines.

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No More Cold Calling

APRIL 21, 2011

Make referral selling your priority. On the one hand, sales people agree that referral selling is hands-down their best sales strategy. It’s a completely different animal to implement a referral strategy. It’s a completely different animal to implement a referral strategy. Make referral selling your priority.

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No More Cold Calling

FEBRUARY 25, 2016

Referral selling requires a personal touch. Whether you’re asking for referrals, communicating with your team, or having an in-depth conversation, emailing often sends the wrong message. And that’s a particularly big no-no when sales reps are asking for referrals. Asking for Referrals by Email? When Email Is Not OK.

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No More Cold Calling

MAY 3, 2012

A colleague told me that’s what referrals are all about; we skip over that uncomfortable first date, and get personal and down to business. Watch my video Top Tip “ How to Ask For a Referral ”.). You begin a friendly conversation talking about how you both know the Referral Source. Get rid of that dreaded first date.

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No More Cold Calling

SEPTEMBER 29, 2016

So now I’m offering one last chance to get 12 hours of my best advice on referral selling for a discounted price of $47. 5 Referral Tips (Webinar). Act now to jumpstart your referral selling. For more on referral selling, check out this month’s blog posts from No More Cold Calling: Are Your Salespeople in the Top 90%?

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Pipeliner

OCTOBER 16, 2020

But with enterprise accounts, the win is just the beginning. Enterprise pursuits can be long, challenging and costly. The dreaded hand-off is simply unworkable with enterprise accounts. That’s the enterprise world. In winning enterprise deals, you often partner with firms whose capabilities enhance your solution.

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No More Cold Calling

OCTOBER 17, 2012

Build your sales business with a targeted referral-selling strategy that includes goals, metrics, and accountability for results—and you’ll have more business than you know what to do with. I believe in referrals because referral selling works. That’s a typical referral-sales objection. Unqualified? Here’s my rebuttal.

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No More Cold Calling

NOVEMBER 1, 2015

And with Q4 upon us, I’m still working with sales leaders to build referral programs that fill their teams’ pipelines with nothing but hot, qualified leads. Join Influitive and me this Thursday, November 5, for a referral selling webinar, “ Marry Marketing & Sales to Generate More Referrals.” Get Referrals.

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No More Cold Calling

FEBRUARY 1, 2016

For more on the power of a referral program, check out this month’s blog posts from No More Cold Calling: Why Should the CEO Actually Lead a Referral Program? They must model the referral process and drive referral selling as a strategic initiative that includes goals, metrics, and accountability for results.

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No More Cold Calling

MARCH 15, 2011

No one will argue the effectiveness of referrals in garnering new clients, but as with other aspects of sales, it is time for a makeover. While this makeover is not necessarily technology driven, let’s be trendy and call it Referrals 2.0. You can avoid this by slightly changing your focus and leveraging core referral concepts.

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No More Cold Calling

JANUARY 24, 2013

New data suggests that there are fewer than five degrees of separation—your referral network just got turbocharged. Your new referral network will contract your world. It will be faster and easier for you to give and receive referral introductions. Staying in touch with your social network just got even more important.

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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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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 Take the Referral I.Q.

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No More Cold Calling

JULY 30, 2015

Too Busy to Get Referrals? If salespeople don’t stay in touch with prospects and referral sources, they won’t be able to keep hot new leads coming in. Get Referrals You can pick your friends, but you can’t pick your family. Are Referral Leads Waiting in Your Inbox? Please take my 14-question Referral I.Q.

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No More Cold Calling

NOVEMBER 5, 2015

There’s no such thing as a referral machine. And without strong relationships, you can forget about getting referral leads. Top salespeople know existing clients are their best source of referrals to new clients. Top salespeople know existing clients are their best source of referrals to new clients.

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No More Cold Calling

JUNE 18, 2015

Enter the world of referral selling. You’ll discover how to get more referrals—and seal more deals—all while working less. Once you experience the success of a referral-prospecting strategy, there’s no turning back. Once you experience the success of a referral-prospecting strategy, there’s no turning back.

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