No More Cold Calling

OCTOBER 1, 2021

On that note, take a look at what you might have missed from No More Cold Calling about relationship building and referral selling …. Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. How to Reach Decision Makers Every Time. Try This. “My

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

No More Cold Calling

JULY 13, 2021

A referral is the best way to get a meeting with the decision maker. Referrals help you ace Part One and set you up for success in Part Two. That’s an over-simplification, I know, but it’s the easiest way for people to understand the power of a referral introduction. Part Two: Everything that happens after that.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

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.

Guarantee 233

Guarantee Referrals Prospecting Lead Generation 233

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. Yep, most of us are lazy and lack discipline.

Referrals 328

Referrals Sales Management Hiring Scale 328

No More Cold Calling

APRIL 13, 2023

Learn more about the science (and art) of referral selling in my new webinar with Finlistics. It’s interesting how you meet people, and when you sell by referral, you meet a lot of interesting people. It was also the start of Finlistics’s relationship with referral selling. This was going a little above the speed limit.

Referrals 156

Referrals Webinar Metrics Maximizer Networking 156

No More Cold Calling

JUNE 7, 2018

I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe. And how can a B2B referral program drive up those numbers? How could we, when we’re all standing behind screens? Why a Referral Program Ensures Trust. That’s a fact.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

No More Cold Calling

MAY 14, 2020

I was struggling with a new way to position referral selling during a recession. You must ask them for referrals. You definitely need to ask for referrals to receive them at scale. When the market is on an upswing, our customers and prospects may be focused on a whole host of things. It’s not always about revenue growth.

Prospecting 428

Prospecting Referrals Scale Sales Qualified Lead 428

No More Cold Calling

MARCH 30, 2023

” Referrals shouldn’t be the exception either. Read “ Celebrating the Women on the Quarters 2023 ”) How to Win New Clients from Lost Deals I have been in B2B sales so long that I’ve probably forgotten more deals than I remember. I know how to win new clients. My prospects are on my side.

Referrals 156

Referrals Cold Calling Social Media Call-back 156

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.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

No More Cold Calling

DECEMBER 30, 2021

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. How do I ask for a referral from customers I haven’t spoken with in two years?” Why You Can’t Automate Referral Leads.

Referrals 194

Referrals Small Business Small Business Cold Calling 194

No More Cold Calling

JULY 20, 2018

Don’t assume your team knows how to ask for referrals. Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. I asked how that approach was working for him. One author stated that 20 percent of a company’s clients should come from referrals.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

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.

Referrals 177

Referrals Company Scale Case Study 177

No More Cold Calling

JULY 5, 2018

It’s more complex, and despite all the tech tools at our disposal, prospecting certainly hasn’t gotten any easier. Just getting prospects to return calls is hard enough. So, how do you cut through the noise and actually talk to your buyers? By getting referrals. Sales: Referral Selling by Joanne Black.

Referrals 159

Referrals Prospecting Cold Calling Decision Maker 159

No More Cold Calling

APRIL 3, 2020

Don’t panic—here’s how to get your phones actually ringing again. They take an internal focus, instead of recognizing that lead generation—referral lead generation in particular—is their ticket to the C-Suite. (Or Granted, it will be more difficult to find new prospects or even to get clients to take (virtual) meetings.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. None of us stands out during prospecting. How could we, when we’re all typing instead of talking to potential clients? They buy what software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

MTD Sales Training

MAY 25, 2018

So you’ve achieved that great goal of getting a referral from a customer. 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. Next, what does the referrer know about the person? Next, determine how you should get in touch.

Referrals 163

Referrals How To Enterprise Enterprise 163

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. Sonia is absolutely right about that, and she even created this unique video that brings the referral message home. Sonia is dedicated to referral selling. How about you? .

Referrals 317

Referrals Hiring Webinar Metrics How To 317

No More Cold Calling

NOVEMBER 29, 2018

This is the best time to build your referral network. Invite prospects and clients to come along with you. In the meantime, check out this month’s posts from No More Cold Calling: 4 Reasons You Shouldn’t Get the Referral on LinkedIn. This time, she arranged a call with her colleague to get the referral. What a difference!

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.

Referrals 289

Referrals System Cold Calling Social Media 289

No More Cold Calling

APRIL 26, 2021

Referral sellers have been relationship-building their way through the pandemic. 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. For sellers, this makes access to prospective buyers the first chokepoint.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

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?! For the first movers, these strategies worked especially in combination with an SDR and AE funnel, where gated content is used to capture prospect contact data. Referrals were hit and miss.

Referrals 131

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. Why didn’t he think to ask for referrals? People are so focused on their projects, and they don’t make time to prospect. If you’re heads-down on your projects and don’t prospect, you’ll have no pipeline when you surface.

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

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

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

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. I am going to make this short and sweet, because asking for referrals from your clients should be a natural and comfortable act and not some slick technique. The whole problem is in the way you THINK about asking for referrals.

Referrals 238

Referrals ACT Education Consumer 238

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

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.

Small Business 52

Small Business Small Business Referrals Lead Rank 52

No More Cold Calling

FEBRUARY 2, 2018

That means three-quarters of account based sales teams have failed to complete the first step in asking for referrals—making it clear who they want to meet. Referral introductions are as qualified as leads can get. It stalls your process, and it isn’t how to generate leads. A winning referral program will keep this in mind. .

Referrals 220

Referrals Ideal Customer Profile Sales Qualified Lead Top of Funnel 220

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?

Referrals 104

Referrals Customer How To Lead Rank 104

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.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

No More Cold Calling

JANUARY 31, 2019

Spend your sales time making 18 or more dials to cold prospects, only 1 percent of whom will call you back. And better yet, how can you make only hot calls? 5 Reasons Your Team Doesn’t Know How to Get Referrals. Therefore, it’s, even more, intimidating for them to ask for referrals. 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.

Referrals 209

Referrals Pipeline Sales Qualified Lead Cold Calling 209

criteria for success

SEPTEMBER 9, 2022

As a sales leader, it can be a challenge to make sure your team is prospecting efficiently (or at all). That's why we put together something called the Prospecting Action Plan. This action plan puts your sales reps on the right track to ensure proper prospecting practices. How to Create a Sales Prospecting Action Plan.

Prospecting 97

Prospecting How To Sales Qualified Lead Face-to-face 97

The Pipeline

OCTOBER 6, 2014

I continue to be amazed that despite all that is written about the importance and success of referrals, how few sales people actually leverage this proven and effective method of sourcing new sales opportunities. Whenever I ask a group of sales reps “How many people here ask for referrals?”

Referrals 310

Referrals Forecasting Follow-up Groups 310

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.

Referrals 258

Referrals Cold Calling Social Media Lead Generation 258

Sales 2.0

MARCH 6, 2024

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. Networking : Here’s a post I wrote about how to make prospecting easier.

Lead Rank 195

Lead Rank Lead Scoring Leads Marketing Qualified Lead 195

The Sales Readiness Blog

MARCH 14, 2023

No, Steve was looking for referrals. It turns out it was a painter named Steve with a unique specialty: painting your home address on the curb in front of your house. Steve wasn’t looking for my business, in fact, he reminded me, he had already painted my address on the curb a few years ago.

Referrals 105

Referrals How To Sales Selling Skills 105