Sales and Marketing Management

OCTOBER 9, 2020

Author: Matt Kamp For B2B sales teams, referrals are worth their weight in gold. In fact, most companies experience close rates of 10% to 30% from most lead sources, while referral-based sales tend to close at 50% to 70%. If you want to secure valuable partnerships to generate referrals, you have to take a strategic approach.

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Referrals Company Scale Case Study 177

No More Cold Calling

OCTOBER 27, 2020

What do the following have in common: Referrals, Meetings, Minimal Marketing, and Maximum Impact? Get the referral, get the meeting. You’ve heard me say that many times, but it’s now come to life—with a provocative addition from my colleague Sonia Dumas, who says “ Marketing is Minimal, Impact is Maximum.”

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Referrals Hiring Webinar Metrics How To 317

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. None of us stands out during prospecting. That’s a fact.

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Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Sales 2.0

JULY 8, 2022

This post describes a framework that I have found over the last two decades can really change the math on prospecting. Do you know how you help? Humans, aka your prospects, don’t care about?your?problems Consider the following questions to help you get into your prospects’ shoes and see how you can serve them.

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Prospecting Outsourcing Services Cold Calling Hiring 370

No More Cold Calling

APRIL 3, 2020

Don’t panic—here’s how to get your phones actually ringing again. They cut advertising, travel, training, marketing, and discretionary expense line items. They take an internal focus, instead of recognizing that lead generation—referral lead generation in particular—is their ticket to the C-Suite. (Or Save Money.

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Pipeline Prospecting Ideal Customer Profile Referrals 414

MTD Sales Training

MAY 25, 2018

So you’ve achieved that great goal of getting a referral from a customer. This is the holy grail in sales; getting a warm lead without having to do the marketing to achieve it. How should you approach this referral? So be aware of what the link is between the referrer and the person you are going to approach.

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Referrals How To Enterprise Enterprise 163

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?! At that time, digital marketing efforts were focused primarily on building websites and email marketing campaigns. Referrals were hit and miss.

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Referrals Top of Funnel Closing Strategy 131

No More Cold Calling

FEBRUARY 28, 2019

Two colleagues complained they were so involved in their work, they didn’t have time to prospect. One guy even said he was thinking of cold calling (shudder) and doing more marketing. Why didn’t he think to ask for referrals? People are so focused on their projects, and they don’t make time to prospect. That’s scary.

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Referrals Lead Gen Social Media Cold Calling 233

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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Referrals Hotels Cold Calling Scale 176

BuzzBoard

FEBRUARY 8, 2024

Strategies for Obtaining Referrals and Testimonials from Satisfied Small Business Clients The success of digital marketing agencies largely depends on their ability to attract and retain small, local businesses. One effective way to do this is by obtaining referrals and testimonials from satisfied clients.

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Small Business Small Business Referrals Lead Rank 52

No More Cold Calling

APRIL 30, 2020

I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. Do you know how to have those kinds of sales conversations? In fact, they didn’t even need to talk to prospects, because they had great tech tools.

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Referrals Cold Calling Lead Generation Webinar Metrics 279

No More Cold Calling

OCTOBER 1, 2019

Sure, marketing will toss you some names after the holidays, but those aren’t leads you can count on. If you want to boost your sales pipeline for Q1, I have a simple “ask”: Check out my referral course on LinkedIn Learning. Once they learn how, they vow to adopt a referral approach for 2020. Tough, right? I’d had it.

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Referrals Pipeline Sales Qualified Lead Cold Calling 209

No More Cold Calling

AUGUST 30, 2018

Referrals are HOT, HOT, HOT! Unless your prospect knows who you are and expects to hear from you, you might as well step into a freezer. Just because someone you know is connected to your prospect, doesn’t mean they actually know each other. How do you want to work? How do you want to work? Stop rationalizing.

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Referrals Cold Calling Social Media Lead Generation 258

No More Cold Calling

MAY 2, 2019

They never took the time to learn how to sell. Perhaps they came from marketing, IT, product development, finance, consulting, or customer success. They didn’t learn how to sell in their previous roles. Still don’t think it’s important to learn how to sell? Was anyone going to come and learn how to sell by referral?

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Small Business Small Business Referrals Hiring 316

Sales 2.0

MARCH 6, 2024

or inbound via the efforts of their marketing department. Getting referrals : Most salespeople do not ask for enough referrals. It’s an oddity of the psychology in our profession that many people would rather go through the mental grinder of cold calling than risk asking their existing customers for referrals.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 195

No More Cold Calling

DECEMBER 3, 2015

But like punch lines, referral marketing efforts fall short without the proper follow through. We never know when people are ready to buy or how our words will resonate at just the right time. We’re in the right place at the right time and meet the perfect prospect. The Problem with Your Referral Marketing.

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Referrals Marketing Social Media Cold Calling 120

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. This shift from traditional methods towards more modern approaches has revolutionized how we engage with potential customers and generate leads. Enter digital referrals.

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Referrals Maximizer Ideal Customer Profile Social Media 89

BuzzBoard

FEBRUARY 27, 2024

Understanding the Process of Prospecting for SMB Leads The process of prospecting for SMB leads can be a complex task, particularly for salespeople at digital marketing agencies who specialize in selling to small businesses. Prospecting commences with pinpointing the type of small business you envision as your prospects.

Lead Rank 52

Lead Rank Lead Scoring Leads Marketing Qualified Lead 52

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.

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Referrals LinkedIn Examples Cold Calling 136

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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Referrals Scale Influencer Lead Rank 118

No More Cold Calling

NOVEMBER 30, 2019

For more on referral sales, check out my blog posts from this month: Why You Need to Make Time for Asking for Referrals. Is your team asking for referrals? Are you getting customer referrals? Or are you sticking with your current prospecting strategy—“personalized” marketing and social media blasts?

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Referrals Loyalty Cold Calling Fashion 257

Nutshell

JULY 5, 2019

Referral marketing is the unicorn of B2B marketing. In simple terms, referral marketing is when you get your customers to tell their friends about you. But referral marketing isn’t just for brick-and-mortar businesses. The value of a B2B referral. Referrals are cheap.

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Referrals B2B Top of Funnel How To 85

No More Cold Calling

JULY 1, 2018

Wondering how to get leads? Sales leaders have forgotten about their most powerful prospecting tool to get leads without cold calling : referral selling. Referrals offer the biggest competitive advantage of any sales tool out there, and yet most teams aren’t using referral selling as the primary prospecting method.

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Cold Calling Referrals Sales Qualified Lead Lead Rank 180

No More Cold Calling

FEBRUARY 15, 2018

It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. in my Referral I.Q. What does that say about your team’s prospecting prowess? So, they know how to talk to executives, but not executive assistants? The dreaded gatekeeper.

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Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

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Prospecting Ideal Customer Profile Strategy Top of Funnel 208

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.

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Referrals Account Sales Qualified Lead Social Media 197

Sales and Marketing Management

JUNE 19, 2018

Author: John Ruhlin Decades ago, sales professionals hit upon a mantra to understand how to woo prospects: “What’s in it for me?” Such a negative viewpoint only fosters a feeling of distrust for sales experts, making it tough to close deals and garner referrals. But the value of our referral traffic makes the waiting worthwhile.

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Referrals Journal Buyer Persona Study 219

No More Cold Calling

JUNE 28, 2018

When we showed my 85-year-old aunt how to use a computer, she told us she still hadn’t figured out how the telephone worked, so don’t bother. Referrals and relationships were how to prospect. They know how to prospect, and they understand that people, not technology, are their competitive edge.

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Prospecting Harvest How To Call-back 197

Nutshell

AUGUST 21, 2020

With over a hundred and one different things that could kill your cloud software business, poor marketing is the slow poison that can put it to sleep for good. With every SaaS market crowded these days— G2 lists over 2,800 solutions for “ CRM ” alone—there’s little room for error in your marketing. Product complexity.

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Campaigns Marketing Social Media How To 142

eGrabber

FEBRUARY 19, 2024

In the world of sales and marketing, prospecting lists are the backbone of any successful campaign. But what exactly is a prospecting list, and how can you build one that yields the best results? What is a Prospecting List? 50+ Ways to Build Prospecting Lists in no Time! Let’s dive in. Try for Free!

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Ideal Customer Profile Prospecting Trade Show How To 59

Smooth Sale

APRIL 6, 2024

Photo by rebeck96 Attract the Right Job Or Clientele: How to Prepare Your Real Estate Business for Success Becoming a realtor can be lucrative if you can get your business off the ground right from the beginning. Ask For Referrals Although it can be a slow start, begin by asking family and friends for referrals.

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Real Estate Social Media How To Media 96

No More Cold Calling

JANUARY 29, 2020

I’d rather someone explain how to complete a task than read how to do it. What excites me is working with prospects and clients on referral selling and experiencing together the dramatic results they achieve. I’ll have a new platform for my referral course, and I might even have a new CRM. I’d delegate if I could.

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Referrals Gatekeeper Hiring Sales Qualified Lead 156

The Pipeline

JULY 16, 2012

Last week I was working with a group, we were looking at more effective prospecting, when we got around to discussing referrals, I got back some familiar comments. The specific comment was that the rep was reluctant to ask prospects/clients for referrals “because what if the person or company they refer are out of my territory?”

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Referrals Lead Rank Lead Scoring Territories 324

No More Cold Calling

JANUARY 28, 2018

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? Then we gave them a phone, a list, and, a desk, and expected them to figure out how to book meetings. not every hand goes up. Amazing, really.

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Referrals Cold Calling Lead Generation Sales Qualified Lead 166

PandaDoc

FEBRUARY 24, 2023

In order to develop an efficient sales process, every company must develop a sales prospecting strategy as a priority. Thus, successful commercial prospecting will allow your company to increase sales, revenue, and customer lifetime value. Finding prospects through social networks has become essential for salespeople.

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Paid Content Channels Webinar Metrics Ideal Customer Profile 52

PandaDoc

FEBRUARY 24, 2023

In order to develop an efficient sales process, every company must develop a sales prospecting strategy as a priority. Thus, successful commercial prospecting will allow your company to increase sales, revenue, and customer lifetime value. Finding prospects through social networks has become essential for salespeople.

Paid Content 52

Paid Content Channels Webinar Metrics Ideal Customer Profile 52

No More Cold Calling

NOVEMBER 25, 2014

End the year with a bang using the only prospecting strategy that converts prospects into clients more than 50 percent of the time. Referral selling is by far the most effective sales strategy out there. Message to Management]: How Much Time Should You Spend with Direct Reports? Learn more.) But their needs have changed.

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Referrals Cold Calling Webinar Metrics Networking 285