InsideView Prospecting Referrals Tools 
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. 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. Your prospect decides to do?
Score More Sales
JANUARY 29, 2013
Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. The referral from this level would be very powerful. This makes asking for referrals an activity that is less “fun” for some to do. Would you agree?” I don’t know.
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SBI
AUGUST 17, 2021
Damien : InsideView has always been about helping salespeople better understand and engage with their prospects and customers. Q: What steps can Sales leaders take to best facilitate their prospects’ decision-making given that interactions are likely remote? And make sure your customer and prospect data is current and complete.
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.
Sales 2.0
JUNE 29, 2014
If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. Find trigger events that show changes in your prospect’s environment, giving you a reason to approach them and potentially enough instability that they may switch vendors.
No More Cold Calling
JANUARY 25, 2011
InsideView nailed it by titling its Sales Intelligence blog “ Why Cold Calling is the Bottom of the Barrel ”. For more on why a real introduction—a referral—makes all the difference, read: “ How to Bypass the Gatekeeper ”. (For If you have just a name in hand (and not a referral ), your call is cold. Referral selling works.
No More Cold Calling
JANUARY 3, 2013
And she even mentions my favorite topics—relationships and referrals. Salespeople are always looking for ways to get in front of opportunities before their competitor can and using tools like LinkedIn , Twitter , and InsideView gives them the leverage that they need to make that happen. It requires learning new skills.
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