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Do “Refer a Friend” Programs Actually Work? Absolutely! Sometimes.

No More Cold Calling

” We grab every coupon and sales ad we can find, use Groupon for deep discounts on special events and luxury services, and take advantage of “refer a friend” offers any chance we get. I know many companies offer discounts or monetary rewards when customers refer a friend.

How to Reference Check Sales Leaders

Sales Benchmark Index

Article Corporate Strategy Sales Strategy

Launch: Our Sales Reference Library Is Now Open!

Pipeliner

Our “Open to All” Sales Reference Library is now available for free downloads! The Sales Reference Library is designed to enrich sales teams, managers — all students of the sales profession. The post Launch: Our Sales Reference Library Is Now Open!

How to Reference Check Sales Leaders

Sales Benchmark Index

This post is about hiring better sales leaders by replacing the reference check with the reference interview. You can download the Reference Interview template here. It provides the questions we recommend asking a reference when performing due diligence on a candidate.

Top 5 Reasons Sales Prospects Ask for References

Understanding the Sales Force

They ask for references. The best example of doing a lousy job in this area is the salesperson who was referred in yet still gets asked for references! How a salesperson handles the request for references is crucial and most salespeople screw it up royally.

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Sales Tips: Before Closing, Refer to this Checklist FIRST

Customer Centric Selling

Sales Tips: The Checklist You Need BEFORE You Close. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of StockImages at FreeDigitalPhotos.net. Have you ever had opportunities in which you won the business without having to close?

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Give Your Customers a Reason to Refer You

No More Cold Calling

Who better to refer you to a qualified prospect than your current clients who have received a measurable ROI from your offering? Mark Hunter, the Sales Hunter, shares his perspective on giving your customers a reason to refer you. Your customers will tell you why. Just ask.

How To Motivate People To Refer You More Often

Ian Brodie

If someone is referred to you there’s a bunch of inbuilt trust and credibility that makes it much more likely they’ll become a paying client (and you don’t have to go out hunting for them either!). Usually, liking you and trusting you is enough to motivate them to refer you.

Transform Your Customers into Unassailable References (Part 1)

Dave Stein's Blog

Good references are made, not born. References fall into two broad categories, which sometimes overlap: those your company maintains, and your personal references. But, you may ask, if the company maintains references, why do you need your own?

Why Don’t My Customers Refer Me Automatically?

GKIC Blog

So you’re probably wondering how come your customers don’t just automatically refer you to family and friends. Most business owners just don’t understand why their customers don’t automatically refer them. Plus, there is no system or mechanism or process in place to refer someone.

How to Handle the References Stall

Inside Sales Training Blog

How do you handle it when a prospect asks you for a reference? And, if you do, how many of your prospects actually call those references? More importantly, do those prospects that call references ever close? In my experience when a prospect asks me for references they rarely – if ever – become clients. But still, in my experience, references don’t help close the sale. That’s why more than half of prospects who ask for a reference don’t ever call them.

Why Don’t My Customers Refer Me Automatically?

GKIC Blog

So you’re probably wondering how come your customers don’t just automatically refer you to family and friends. Most business owners just don’t understand why their customers don’t automatically refer them. Plus, there is no system or mechanism or process in place to refer someone.

The Four Habits of Referability. | Southwestern Sales Talk

Southwestern Advantage

The Four Habits of Referability. In his audio, entitled “How the Best Get Better,” Sullivan states there are four ways to increase your “referability”–i.e. your clients’ willingness to refer you and your services to others. . Search. About.

Be Proactive When Seeking Sales Referrals – Part 1

Increase Sales

Being referred into a company by someone who is already known and trusted is like winning the Lottery. So I crafted this How-To-Refer-Me-Tool and also provided an Example-How-to-refer-LHS. If you didn’t already download this FREE How-To-Refer-Me-Tool please do so. * * * * *. Sales Communication how to refer me ideal cusrtomers Leanne Hoagland-Smith mid size to small business sales professionals sales referrals strategic planning process

Sales Motivation Video: Who Are You Going to Refer this Week?

The Sales Hunter

Make it a goal today to refer someone. Blog Motivational Sales Speaker Professional Selling Skills Sales Motivation refer referrals sales motivation sales motivation video video When you can help someone solve a problem by connecting them with someone else, that is the best feeling. That kind of generosity will motivate you and strengthen your positive attitude. Click on the below arrow to see what I mean: Copyright 2015, Mark Hunter “The […].

Eating Workplace Culture One Bite at a Time – Part 10

Increase Sales

How likely are you to refer a friend to this organization? If your employees will not refer your business to their friends either as potential employees or paying customers, what does that say about your workplace culture? They will not refer a friend just because they are asked to.

Guest Article: “The Proven Best Way to Gain New Customers,” by Miles Austin

Sales and Management Blog

How to get references and testimonials. Uncategorized business development miles austin prospecting references sales seling testimonials The Proven Best Way To Gain New Customers. by Miles Austin. Looking for the proven best way to gain new customers & grow your business? Testimonials and recommendations are the answer. Testimonials and recommendations work. Many will argue that they are THE most successful way to attract new business.

Do You Really Know Your Customers?

Mukesh Gupta

Marketing customer advocacy Customer Engagement customer loyalty reference customers Image Courtesy – Trend Hunters. Google trends shows that since mid 2007, there has been a consistent level of interest in customer advocacy as a topic.

Be Proactive When Seeking Sales Referrals – Part 2

Increase Sales

Down load this FREE How-To-Refer-Me-Tool. * * * * *. Sales Communication forward thinking leaders how to refer me ideal customer sales referrals strategic plan strategic planning processBefore you seek new sales referrals it helps to have crystal clarity as to who is your potential ideal customer. This knowledge comes from several resources: Existing clients. Strategic plan. Marketplace. Existing Customers.

13 Ways to Resolve Concerns and Get to Yes

The Sales Blog

References : Some of your dream clients will be confident moving forward with you only after they speak to a few of your existing clients. Providing them references will resolve their concern. 13 Ways to Resolve Concerns and Get to Yes is a post from: The Sales Blog | S.

Smart Selling Visions: Up-Close with Top Revenue Leader Jim Mooney, CEO of @RO_Innovation

Smart Selling Tools

However, customer success stories and references are critical for closing new business. Executive Interviews Sales Tools/Product Reviews Forrester Research Intel Jim Mooney reference management ROinnovation sales effectiveness Sales Enablement VMWare

Build the Front of Your Sales Pipeline ? Score More Sales

Score More Sales

In conversations about managing sales opportunities you need to reference either a pipeline or a funnel to really understand that it takes many more potential deals than what will come to actual closure. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking.

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Earn the Right to More Yeses

Tom Hopkins

Once trust is established and the buyer is satisfied with their purchase (becoming a happy client), it’s time to get some referred leads. Referrals referrals referred leads sales skills sales training Tom Hopkins

Jonathan Farrington's Blog ? What Negotiation is ? and What it is not.

Jonathan Farrington

The process refers to how the parties negotiate – the context of the negotiations, the parties to the negotiations, the tactics used by the parties, and the sequence and stages in which all of these play out.

How Dirty Data Can Wreck Your Sales Productivity

Pipeliner

Dirty data,” in this case, refers to a CRM (or other database) full of inaccuracies, omissions and duplicate entries; customer and lead profiles are marred […].

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Sales Quiz: Asking for Referals

Sell More and Work Less

Referrals are one of the most powerful tools to generate sales. So even why they ask, why don’t sales reps get them? Take the quiz and find out! And for more strategies based on this quiz question, check out the series of articles on referrals posted on www.EngageSelling.com.

Sales Quiz: Asking for Referals

Sell More and Work Less

Referrals are one of the most powerful tools to generate sales. So even why they ask, why don’t sales reps get them? Take the quiz and find out! And for more strategies based on this quiz question, check out the series of articles on referrals posted on www.EngageSelling.com.

The Pipeline ? Mine the Gap!

The Pipeline

A couple of months ago in the Pipeline, I published a piece called Long Live The Status Quo , which challenged the way most people look at buyers commonly referred to as being in Status Quo Zone. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.

17 Statistics To Improve Cold Calling

Pipeliner

The truth is, sales tactics traditionally referred to as cold calling are still very much alive and is an important strategy utilized by sales management in high-growth companies (Profit [.]

7 Key Deliverables of Highly Effective Enterprise Sellers

Empowered Sales

Closing deals is important but your end zone is not a purchase order, but rather a client reference. Garnering reference-ability and leverage from positive client outcomes. Ensure you are gaining client commitment for reference-ability before you close the deal.

Transform Your Customers into Unassailable References (Part 2)

Dave Stein's Blog

Good references are made, not born. Here is a continuation of the previous blog post, Part 1 , beginning with step seven of the thirteen-step process: Train your reference. Keep your reference informed about anything material going on with your company.

21,000 People Agree That These are the Top 5 Traits of the Best Salespeople

Understanding the Sales Force

Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles. Image Copyright BeeBright.

Guest Article: “The Most Underutiled Strategic Advantage,” by Lee Salz

Sales and Management Blog

At 11am, the Procurement Agent asks for three references to be provided to her by the end of the day. At 4:58pm, you get the three references from your colleagues and quickly send them out to the Procurement Agent. They wanted three references and you got it done. The request for references is a standard part of any buying process. However, few sales people use the reference stage of the process to their strategic advantage.

New Pipeliner Ebook: 10 Guiding Principles for Entrepreneurs by Nikolaus Kimla

Pipeliner

Our CEO’s new ebook, Ten Guiding Principles for Entrepreneurs, is now available in the Pipeliner Sales Reference Library. It’s free, and packed with indispensable advice for entrepreneurs.

eBook 190

Using Your Pipeliner CRM to Focus and Prioritize

Pipeliner

We believe that salespeople are entrepreneurs within the enterprise—or, as we like to refer to them, salespreneurs. Along those lines we are now engaged in a series of Pipeliner CRM tips and tricks focused on empowering the entrepreneurial spirit of salespeople and sales managers.

The Pipeline ? Five Bucks To Success!

The Pipeline

A friend of mine affectionately refers to Starbuck as Fivebucks, as he never seems to leave the place spending less than that, but hey it’s coffee, so I get it. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

The Science and Art of Selling by Alen Mayer ? Blog Archive ? 50.

The Science and Art of Selling

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Sales 14

Your Best Prospecting Tool is Literally Staring You in the Face

Pipeliner

73% of executives prefer to work with sales professionals referred by someone they know. Referred customers have a 16% higher lifetime value. A referred customer is 18% more loyal than a customer acquired through a different method.

A New eBook by Our CEO Focuses on Entrepreneurial Evolution

Pipeliner

Today we are pleased to let you know that we have a terrific new ebook available in our (also new) Sales Reference Library. The author is our CEO, Nikolaus Kimla, and the new ebook is entitled, Evolution in Progress: How the Entrepreneur Is Changing the World.

eBook 143

Subjective Value: The Key to Insight Selling

Pipeliner

This depth of understanding is what is referred to as insight selling, and today is the central [.]