No More Cold Calling

MARCH 31, 2021

Too many companies accelerated what they knew—send more and more emails—knowing that strategy was never really successful, even in the best of times. They recognized that asking clients for referrals was the way to gain access to prime prospects. Why the sudden interest in referral sales? They freaked out. How do I know this?

Referrals 371

Referrals Cold Calling Sales Qualified Lead Call-back 371

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?! A typical B2B sales strategy relies on Sales Development Reps (SDRs) making cold calls or cold emails to try to set up an appointment for an Account Executive (AE) to deliver a sales pitch.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

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. Change Your Team into Referral Sales Experts: 5 Steps.

Referrals 328

Referrals Sales Management Hiring Scale 328

Sales and Marketing Management

SEPTEMBER 11, 2023

Everyone in management will tell every salesperson to “ask for referrals” or “don’t forget to ask for referrals” or worse,“as soon as you make the sale, ask for a referral.” These strategies are not only wrong, they also jeopardize the future of the relationship.

Referrals 156

Referrals Strategy Marketing Report 156

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. Don’t tarnish your reputation, or the reputation of your referral sources.

Follow-up 344

Follow-up Referrals Up-Sell Cold Calling 344

No More Cold Calling

DECEMBER 27, 2022

Buyer-centric sales is NOT a new strategy. Want to Get Referrals? Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. The web is replete with articles and webcasts that tell people to just go ask for referrals, like it’s common sense or something.

Referrals 156

Referrals Prospecting Lead Gen Cold Calling 156

The Center for Sales Strategy

APRIL 23, 2024

Referrals are the lifeblood of sales success. A referral is someone who has a personal reason to check out your brand and who approaches your products or services with a positive-leaning curiosity. They may even be a pre-qualified lead if the referral itself was based on personal knowledge.

Referrals 65

Referrals Sales Qualified Lead Advertising Advertising 65

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 would work with small-to-medium companies to craft their sales strategy. Fifty of this company’s best clients said they’d be glad to give referrals.

Referrals 291

Referrals Cold Calling Survey Scale 291

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. The web is replete with articles and webcasts that tell people to just go ask for referrals, like it’s common sense or something. Dead silence.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

No More Cold Calling

FEBRUARY 28, 2019

Why didn’t he think to ask for referrals? That’s a problem because the best lead gen strategies aren’t digital. The post You Don’t Have Time to Ask for Referrals? February Referral Selling Insights] appeared first on No More Cold Calling. That’s a rhetorical question. I already know the answer. Yes, you must make time.

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. 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. Not only did she get the referral.

Referrals 253

Referrals LinkedIn Social Media Ideal Customer Profile 253

Jeffrey Gitomer

APRIL 30, 2012

referral EARNING strategies: 1. Give a referral to the customer. DON’T ASK FOR A REFERRAL IF YOU HAVEN’T EARNED ONE. Tweet Here are the TOP 6.5 Deliver memorable service. It’s simple. Be friendly and helpful, and give positive response. Be available. Be a consistent value provider.

Referrals 305

Referrals Strategy Facebook LinkedIn 305

Vengreso

FEBRUARY 10, 2022

With so many channels available for sales reps to connect, engage, and nurture relationships with potential buyers, getting sales referrals has become even more critical than before to book more sales appointments and grow the sales pipeline. Not all sales or customer referrals are made equal. How to Ask for Sales Referrals (3 Ways).

Referrals 78

Referrals Strategy Buyer Persona LinkedIn 78

Vengreso

FEBRUARY 10, 2022

With so many channels available for sales reps to connect, engage, and nurture relationships with potential buyers, getting sales referrals has become even more critical than before to book more sales appointments and grow the sales pipeline. Not all sales or customer referrals are made equal. How to Ask for Sales Referrals (3 Ways).

Referrals 78

Referrals Strategy Buyer Persona LinkedIn 78

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

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

No More Cold Calling

FEBRUARY 13, 2020

Digital isn’t a sales strategy, hope is not a strategy, referrals are not a strategy, marketing is not a strategy. Sales strategy isn’t yours or mine. It’s your company’s strategy for attracting customers. Lior Arussy answers that question in his post, “ Why Your Bold 2019 Strategy Is D.O.A.

Webinar Metrics 339

Webinar Metrics Strategy Cold Calling Customer 339

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. In this comprehensive guide, you will gain insights into the transition from traditional to modern selling techniques and understand the impact COVID-19 has had on sales strategies. Enter digital referrals.

Referrals 89

Referrals Maximizer Ideal Customer Profile Social Media 89

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

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. By doing so, you’re helping others but also getting yourself excited. Sales Motivation Blog.

Referrals 194

Referrals Motivation Video Prospecting 194

No More Cold Calling

APRIL 21, 2011

Make referral selling your priority. On the one hand, sales people agree that referral selling is hands-down their best sales strategy. It’s a completely different animal to implement a referral strategy. It’s a completely different animal to implement a referral strategy. He said that 20 years ago.

Referrals 256

Referrals Strategy Exercises Lead Generation 256

Pipeliner

OCTOBER 25, 2023

In the world of business, referrals are often hailed as the golden ticket to growth and success. However, many individuals and companies find themselves wrestling with the challenge of generating referrals. They place the focus on the person asking for referrals, rather than on the person being referred.

Referrals 69

Referrals Incentives Incentive Coaching 69

No More Cold Calling

JUNE 7, 2018

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs still aren’t making quota. And how can a B2B referral program drive up those numbers? You put a referral program in place that ensures reps have the skills to ask for referrals.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

No More Cold Calling

APRIL 30, 2020

Think about all the things we do—almost by rote—and never stop to wonder why we do it that way or whether we should consider a different strategy. They take an internal focus, instead of recognizing that lead generation—referral lead generation in particular—is their ticket to the C-Suite. Read “ Sales Pipeline Dried Up?

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

No More Cold Calling

JANUARY 31, 2019

5 Reasons Your Team Doesn’t Know How to Get Referrals. 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. We’re vulnerable.

Cold Calling 222

Cold Calling Referrals Face-to-face Sales Qualified Lead 222

No More Cold Calling

OCTOBER 1, 2018

Plus, check out this month’s blog posts from No More Cold Calling: The Best Referral Programs Start with a “Referral Culture”. 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. At least not at scale.

Referrals 159

Referrals Cold Calling Negotiation Social Media 159

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. Surprised?

Referrals 149

Referrals Cold Calling Lead Rank Lead Scoring 149

Predictable Revenue

JULY 15, 2021

Samantha McKenna shares her strategies and 4 pillars of the #SAMSALES methodology to handle referrals as a salesperson to win the deal. The post How to win the referral with Samantha McKenna appeared first on Predictable Revenue.

Referrals 133

Referrals How To Revenue Strategy 133

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?

Referrals 118

Referrals Scale Influencer Lead Rank 118

No More Cold Calling

AUGUST 30, 2018

Referrals are HOT, HOT, HOT! Even if they do know each other, name dropping is not the same thing as having a referral. However, when you receive a referral introduction from someone your prospect knows and trusts, your lead goes from ice cold to HOT. Dialing for dollars or getting referrals? Stop rationalizing.

Referrals 258

Referrals Cold Calling Social Media Lead Generation 258

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

Zoominfo

MARCH 6, 2019

In fact, 84% of B2B decision makers start the buying process with a referral ( source ). Today, we’re taking a deeper look at one of the most effective word-of-mouth marketing strategies: referral marketing. Keep reading and learn everything you need to know about referral marketing! What Is Referral Marketing?

Referrals 130

Referrals Marketing Incentives Incentive 130

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?

Referrals 257

Referrals Loyalty Cold Calling Fashion 257

Zoominfo

MARCH 4, 2021

And for a small to medium-sized business (SMB) to maintain that success, they need to focus attention on growth strategies, including lead generation. Let’s take a look at why SMBs need a lead generation strategy and how to build one for consistent business growth. 11 Steps to Build an SMB Lead Generation Strategy.

Lead Generation 246

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 246

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.

Referrals 136

Referrals LinkedIn Examples Cold Calling 136

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?” Let’s look at it from two perspectives.

Referrals 310

Referrals Forecasting Follow-up Groups 310