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I didn’t plan to start my referral business so soon. From Consulting Business to Referral Business. It never crossed my mind that I’d launch a referral business. I didn’t focus on the referral business angle until I started working with my first client. I added a question on the last round: “Would you be willing to offer a referral to this client?”. Fifty of this company’s best clients said they’d be glad to give referrals. MORE
Unbreakable Laws of Selling earning referrals Jeffrey gitomer referrals We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us. Networking Sales Uncategorized 21.5 MORE
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. Referrals become the way we work, not because we’re told to, but because we know it’s the most effective way to prospect. My referral course launched on LinkedIn Learning , so it’s accessible to everyone. MORE
Sales teams who adopt referral selling have an advantage: Their referral sources generate enough value for prospects to agree to a meeting. For more on the power of referral selling, check out this month’s blog posts from No More Cold Calling: Why Reps Hate Asking for Referrals Just as Much as Cold Calling. Let’s set the record straight: Most everyone on your sales team has call reluctance—whether they’re cold calling or asking for referrals. MORE
This is the best time to build your referral network. 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. Newsletter Referral Sales MORE
Asking for referrals might be hard, but it pays off big! Ask most anybody for the secret to how to get referrals, and they’ll probably tell you the first step is to simply ask. I mentioned that most everyone has call reluctance when asking for referrals, because referrals are so very personal. Therefore, it’s even more intimidating for them to ask for referrals. Man or woman, young or old, you likely have call reluctance when asking for referrals. MORE
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? Referral selling is the most personal prospecting method that exists. Ready to put a referral program in place? How many emails are waiting in your inbox? MORE
Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. Relationships and referrals are what business is all about! If you haven’t figured out how to ask for a referral, here’s what you’re missing. Referrals Aren’t Favors. A key reason salespeople don’t get leads from referrals is that they’re hesitant to ask. They don’t know how to ask for a referral the right way. MORE
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. One author stated that 20 percent of a company’s clients should come from referrals. MORE
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. The average sales person, when thinking about asking for referrals is thinking about asking for potential customers. MORE
referrals Selling Performance sales follow up MORE
For the first time ever, clients are asking me how to build a “referral culture.” Sales VP Sam told me he wants to create a referral culture, as did CRO Sue, and CEO Amanda. And they know the best referral programs require a sales culture where referrals are top priority. MORE
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? This is no different to how you would approach any other lead, but on this occasion you have a lead-in (the referrer). The post How To Approach A New Referral appeared first on MTD Sales Training. MORE
Then ramp up your prospecting activity by asking for referrals from those happy customers, and you’ll be well on your way to building a strong pipeline for Q1. Learn more about referral selling in this month’s blog posts from No More Cold Calling: 3 Referral Selling Skills All B2B Sales Reps Should Practice. This is particularly true when it comes to asking for referrals, which even seasoned sales professionals find intimidating without regular practice. MORE
This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. I also know there’s a lot of bad advice that’s proffered about referrals. You can’t shortcut relationships, and there are no shortcuts to how to ask for referrals. Why Ask for Referrals? MORE
If salespeople don’t stay in touch with prospects and referral sources, they won’t be able to get referrals and keep hot new leads coming in. One of my clients came up with a great idea to beat “busyness” and get referrals. He asks his sales team to book five lunches and four breakfasts each week with clients and other referral sources. To be conservative, let’s say only half of those meeting attendees provide referral introductions. Make time to get referrals. MORE
It also enables you to get referrals. Without a strong network of people who trust you, you can forget about referral selling. He makes lasting, valued connections where he’s consistently learning, building relationships, asking for referrals, and closing business. MORE
I bet you love getting referrals, but do you love just as much giving them? I am a better salesperson when I am eager to give referrals, because I know I am helping others see and achieve what they didn’t think was possible. Blog leadership Networking Prospecting Sales Call Best Practices Sales Motivation Uncategorized customer motivation prospect referral referrals sales calls MORE
This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. I also know there’s a lot of bad advice that’s proffered about referrals. You can’t shortcut relationships, and there are no shortcuts to how to ask for referrals. Why Ask for Referrals? MORE
Referral sales is personal … but it’s still business. I recently received the following email: “I finished your book on referral sales last night, and now I’m building my 100 names so that I can ask for introductions to a couple of decent sales reps with some experience selling to my market. I think your referral program will have a lot more power if I build my referral wheel and talk to 100 folks in my network, i.e., I should lead by example. My Referral I.Q. MORE
Another way that companies have been able to generate revenue from word of mouth type advertising is through referral and affiliate programs. While affiliate programs are probably what you would think of a more typical sales pattern, referrals are person to person advertising at its finest. Many, many different companies and websites have referral programs now. There are really very few downsides to referral marketing. Online referral links tend to be more one-sided. MORE
Referrals have often been called the solid gold introductions for future sales, because they offer something of much greater value than cold calls or informal introductions. Referrals are like gold. [[ This is a content summary only. Referrals gaining referrals sales referralsVisit my website for full links, other content, and more! ]]. MORE
She wanted to discuss having me speak to her team about referrals. Not only was she rude and disrespectful, but if she didn’t follow up with me, I wouldn’t trust her to follow up with my referrals. Referrals are very, very personal. We put our reputations on the line when we make referrals, and there’s no way I would do that for this person. Don’t tarnish your reputation, or the reputation of your referral sources. That sales app is referrals. MORE
Generating Referrals best sales trainer Jeffrey gitomer sales referrals sales training We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us. MORE
on how he asks for referrals. I never pass up the chance to chat about referrals. Here’s how Mario describes our conversation: Joanne shares how you should ask for referrals and reveals the exact questions you should ask to qualify those referrals. Here’s what we discussed on the podcast, “ How to Use Referral Selling to Drive Qualified Leads and Generate Sales :”. 3 steps to build a referral culture for your company. MORE
But whether or not they want to admit it, most salespeople do fear asking for referrals. I’ve been asked in the past if women or men are better at referral sales, and I didn’t think it mattered. In my 22 years teaching referral sales, no man has been that forthright. MORE
How confident do you feel in asking for referrals ? Add A Link To A Form On Your Website For Referral Submissions. You can inspire confidence in your referral sources by letting them know that 80% (or whatever) of your business comes from repeat customers. . Offer A Referral Commission. Provide Valuable Content Your Referral Sources Can Share With Their Network. It may bring you the chance of referrals from your existing clients. MORE
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. When sales reps receive referral introductions, they: Score meetings with decision-makers, while the competition is still figuring out how to get in. MORE
If you’re like most sales leaders, you’re tracking the wrong referral metrics and spinning your wheels. Craig had only one referral KPI, and it was the wrong one: the number of prospect meetings that his reps conducted. The Referral Metrics That Matter. Do the Referral Math. MORE
Getting referrals business should be top. Organizations that have a disciplined, proactive referral system to ensure sales reps are asking for referrals every single day. Why Aren’t Referrals on the Radar? Referral selling becomes your #1 outbound prospecting approach. MORE
If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me referral business doesn’t scale. How Referral Business Scales. MORE
The most coveted prize in selling besides a sale is a referral. Everyone tells you to get referrals, no one tells you what to do next. How do you maximize the selling power of this referral? Here are the preferred methods for a first meeting with a referral and customer in order of preference (and effectiveness). Get a phone call to the referral from your customer telling of your impending call. Write a personal note to the referral within 24–hours. MORE
By getting referrals. And my new sales training courses on LinkedIn Learning and Lynda.com are your ticket to referral selling. Sales: Referral Selling by Joanne Black. Referral Sales Training Courses Can Make the Difference. MORE
Finding, establishing, and developing strategic alliances and referral partners will get you more business than you can handle. When you get a referral, someone is putting their own reputation on the line. Don't ask for referrals – earn them. Getting a referral means someone is willing to take a risk. Want a blueprint for building referral alliances? Are you willing to refer your clients or customers to someone else? MORE
Referrals are probably the easiest type of business to get because they are opportunities that are given to you by buyers or decision-makers who know you and trust you enough to put their reputation. [[ This is a content summary only. Referrals gaining referrals sales referrals MORE
Asking for referrals feels riskier than cold calling. “I’m I’m not sure of the reason, but I have never been comfortable asking for referrals.” That comment was from a 20-year sales veteran, the kind of seasoned pro who should know how to get referrals, and given this person’s track record, should feel confident about asking. One thing most everyone has in common—they’re uncomfortable asking for referrals. Referrals aren’t that hard to come by. MORE
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 send me a handwritten thank-you note , whether the referral worked out … or not. Referrals aren’t about money. A winning referral system is about multiplying trust. It’s also why you need a referral program. It’s the key to a successful referral system. MORE
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. Sales Managers: Think You’re Ready for Referrals? MORE
One area where many salespeople fall short is the gaining of referrals from their clients. Referrals gaining referrals referrals from clientsMany simply forget to ask; others think it’s an imposition that might put the client under too much. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. MORE
177 How to connect beyond the click when asking for referrals. 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. This time, she arranged a call with her colleague to get the referral. MORE
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. MORE
Referrals Related Topics 
No More Cold Calling
SEPTEMBER 6, 2018
For the first time ever, clients are asking me how to build a “referral culture.” Sales VP Sam told me he wants to create a referral culture, as did CRO Sue, and CEO Amanda. And they know the best referral programs require a sales culture where referrals are top priority.
No More Cold Calling
NOVEMBER 16, 2018
If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me referral business doesn’t scale. How Referral Business Scales.
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The Sales Hunter
MAY 12, 2019
I bet you love getting referrals, but do you love just as much giving them? I am a better salesperson when I am eager to give referrals, because I know I am helping others see and achieve what they didn’t think was possible. Blog leadership Networking Prospecting Sales Call Best Practices Sales Motivation Uncategorized customer motivation prospect referral referrals sales calls
Jeffrey Gitomer
MARCH 4, 2019
Finding, establishing, and developing strategic alliances and referral partners will get you more business than you can handle. When you get a referral, someone is putting their own reputation on the line. Don't ask for referrals – earn them. Getting a referral means someone is willing to take a risk. Want a blueprint for building referral alliances? Are you willing to refer your clients or customers to someone else?
No More Cold Calling
MAY 17, 2019
Asking for referrals feels riskier than cold calling. “I’m I’m not sure of the reason, but I have never been comfortable asking for referrals.” That comment was from a 20-year sales veteran, the kind of seasoned pro who should know how to get referrals, and given this person’s track record, should feel confident about asking. One thing most everyone has in common—they’re uncomfortable asking for referrals. Referrals aren’t that hard to come by.
No More Cold Calling
OCTOBER 18, 2018
Getting referrals business should be top. Organizations that have a disciplined, proactive referral system to ensure sales reps are asking for referrals every single day. Why Aren’t Referrals on the Radar? Referral selling becomes your #1 outbound prospecting approach.
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No More Cold Calling
SEPTEMBER 20, 2018
If you’re like most sales leaders, you’re tracking the wrong referral metrics and spinning your wheels. Craig had only one referral KPI, and it was the wrong one: the number of prospect meetings that his reps conducted. The Referral Metrics That Matter. Do the Referral Math.
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? This is no different to how you would approach any other lead, but on this occasion you have a lead-in (the referrer). The post How To Approach A New Referral appeared first on MTD Sales Training.
No More Cold Calling
JUNE 23, 2019
This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. I also know there’s a lot of bad advice that’s proffered about referrals. You can’t shortcut relationships, and there are no shortcuts to how to ask for referrals. Why Ask for Referrals?
No More Cold Calling
AUGUST 14, 2019
I didn’t plan to start my referral business so soon. From Consulting Business to Referral Business. It never crossed my mind that I’d launch a referral business. I didn’t focus on the referral business angle until I started working with my first client. I added a question on the last round: “Would you be willing to offer a referral to this client?”. Fifty of this company’s best clients said they’d be glad to give referrals.
Jeffrey Gitomer
MARCH 5, 2019
The most coveted prize in selling besides a sale is a referral. Everyone tells you to get referrals, no one tells you what to do next. How do you maximize the selling power of this referral? Here are the preferred methods for a first meeting with a referral and customer in order of preference (and effectiveness). Get a phone call to the referral from your customer telling of your impending call. Write a personal note to the referral within 24–hours.
|
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. One author stated that 20 percent of a company’s clients should come from referrals.
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. The average sales person, when thinking about asking for referrals is thinking about asking for potential customers.
No More Cold Calling
DECEMBER 7, 2018
Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. Relationships and referrals are what business is all about! If you haven’t figured out how to ask for a referral, here’s what you’re missing. Referrals Aren’t Favors. A key reason salespeople don’t get leads from referrals is that they’re hesitant to ask. They don’t know how to ask for a referral the right way.
No More Cold Calling
NOVEMBER 2, 2018
How to connect beyond the click when asking for referrals. 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. This time, she arranged a call with her colleague to get the referral.
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 send me a handwritten thank-you note , whether the referral worked out … or not. Referrals aren’t about money. A winning referral system is about multiplying trust. It’s also why you need a referral program. It’s the key to a successful referral system.
MTD Sales Training
MARCH 11, 2016
Referrals have often been called the solid gold introductions for future sales, because they offer something of much greater value than cold calls or informal introductions. Referrals are like gold. [[ This is a content summary only. Referrals gaining referrals sales referralsVisit my website for full links, other content, and more! ]].
Jeffrey Gitomer
OCTOBER 6, 2014
Unbreakable Laws of Selling earning referrals Jeffrey gitomer referrals We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us. Networking Sales Uncategorized 21.5
Selling Energy
JANUARY 30, 2020
referrals Selling Performance sales follow up
No More Cold Calling
OCTOBER 28, 2018
But whether or not they want to admit it, most salespeople do fear asking for referrals. I’ve been asked in the past if women or men are better at referral sales, and I didn’t think it mattered. In my 22 years teaching referral sales, no man has been that forthright.
No More Cold Calling
APRIL 5, 2018
Referral sales is personal … but it’s still business. I recently received the following email: “I finished your book on referral sales last night, and now I’m building my 100 names so that I can ask for introductions to a couple of decent sales reps with some experience selling to my market. I think your referral program will have a lot more power if I build my referral wheel and talk to 100 folks in my network, i.e., I should lead by example. My Referral I.Q.
No More Cold Calling
MARCH 1, 2020
She wanted to discuss having me speak to her team about referrals. Not only was she rude and disrespectful, but if she didn’t follow up with me, I wouldn’t trust her to follow up with my referrals. Referrals are very, very personal. We put our reputations on the line when we make referrals, and there’s no way I would do that for this person. Don’t tarnish your reputation, or the reputation of your referral sources. That sales app is referrals.
MTD Sales Training
AUGUST 24, 2017
How confident do you feel in asking for referrals ? Add A Link To A Form On Your Website For Referral Submissions. You can inspire confidence in your referral sources by letting them know that 80% (or whatever) of your business comes from repeat customers. . Offer A Referral Commission. Provide Valuable Content Your Referral Sources Can Share With Their Network. It may bring you the chance of referrals from your existing clients.
No More Cold Calling
SEPTEMBER 20, 2019
on how he asks for referrals. I never pass up the chance to chat about referrals. Here’s how Mario describes our conversation: Joanne shares how you should ask for referrals and reveals the exact questions you should ask to qualify those referrals. Here’s what we discussed on the podcast, “ How to Use Referral Selling to Drive Qualified Leads and Generate Sales :”. 3 steps to build a referral culture for your company.
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? Referral selling is the most personal prospecting method that exists. Ready to put a referral program in place? How many emails are waiting in your inbox?
No More Cold Calling
JUNE 23, 2019
This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. I also know there’s a lot of bad advice that’s proffered about referrals. You can’t shortcut relationships, and there are no shortcuts to how to ask for referrals. Why Ask for Referrals?
No More Cold Calling
JANUARY 10, 2019
Asking for referrals might be hard, but it pays off big! Ask most anybody for the secret to how to get referrals, and they’ll probably tell you the first step is to simply ask. I mentioned that most everyone has call reluctance when asking for referrals, because referrals are so very personal. Therefore, it’s even more intimidating for them to ask for referrals. Man or woman, young or old, you likely have call reluctance when asking for referrals.
No More Cold Calling
NOVEMBER 29, 2018
This is the best time to build your referral network. 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. Newsletter Referral Sales
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. When sales reps receive referral introductions, they: Score meetings with decision-makers, while the competition is still figuring out how to get in.
Jeffrey Gitomer
MARCH 14, 2014
Generating Referrals best sales trainer Jeffrey gitomer sales referrals sales training We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
No More Cold Calling
JULY 23, 2015
If salespeople don’t stay in touch with prospects and referral sources, they won’t be able to get referrals and keep hot new leads coming in. One of my clients came up with a great idea to beat “busyness” and get referrals. He asks his sales team to book five lunches and four breakfasts each week with clients and other referral sources. To be conservative, let’s say only half of those meeting attendees provide referral introductions. Make time to get referrals.
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. Referrals become the way we work, not because we’re told to, but because we know it’s the most effective way to prospect. My referral course launched on LinkedIn Learning , so it’s accessible to everyone.
No More Cold Calling
JULY 5, 2018
By getting referrals. And my new sales training courses on LinkedIn Learning and Lynda.com are your ticket to referral selling. Sales: Referral Selling by Joanne Black. Referral Sales Training Courses Can Make the Difference.
No More Cold Calling
JUNE 14, 2018
It also enables you to get referrals. Without a strong network of people who trust you, you can forget about referral selling. He makes lasting, valued connections where he’s consistently learning, building relationships, asking for referrals, and closing business.
No More Cold Calling
APRIL 30, 2017
Sales teams who adopt referral selling have an advantage: Their referral sources generate enough value for prospects to agree to a meeting. For more on the power of referral selling, check out this month’s blog posts from No More Cold Calling: Why Reps Hate Asking for Referrals Just as Much as Cold Calling. Let’s set the record straight: Most everyone on your sales team has call reluctance—whether they’re cold calling or asking for referrals.
The Pipeline
JULY 24, 2014
Another way that companies have been able to generate revenue from word of mouth type advertising is through referral and affiliate programs. While affiliate programs are probably what you would think of a more typical sales pattern, referrals are person to person advertising at its finest. Many, many different companies and websites have referral programs now. There are really very few downsides to referral marketing. Online referral links tend to be more one-sided.
No More Cold Calling
NOVEMBER 29, 2016
Then ramp up your prospecting activity by asking for referrals from those happy customers, and you’ll be well on your way to building a strong pipeline for Q1. Learn more about referral selling in this month’s blog posts from No More Cold Calling: 3 Referral Selling Skills All B2B Sales Reps Should Practice. This is particularly true when it comes to asking for referrals, which even seasoned sales professionals find intimidating without regular practice.
MTD Sales Training
MAY 24, 2016
Referrals are probably the easiest type of business to get because they are opportunities that are given to you by buyers or decision-makers who know you and trust you enough to put their reputation. [[ This is a content summary only. Referrals gaining referrals sales referrals
MTD Sales Training
MARCH 2, 2016
One area where many salespeople fall short is the gaining of referrals from their clients. Referrals gaining referrals referrals from clientsMany simply forget to ask; others think it’s an imposition that might put the client under too much. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
No More Cold Calling
JANUARY 29, 2020
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. Sales Managers: Think You’re Ready for Referrals?
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