Alice Heiman

OCTOBER 11, 2023

Barry Trailer from Sales Mastery Advisors highlights a goldmine of opportunity: diving deep into repeat and referral sales. Believe it or not, expanding within your existing customer base can yield better returns than braving new territories. Your loyal customers might just have the answers you seek.

GoldMine 84

GoldMine Survey Territories Ideal Customer Profile 84

Sales 2.0

JUNE 9, 2018

Congrats you have a brand-new “greenfield” sales territory! I mean how can you get referrals when you don’t have any customers yet? My suggestion when you’re dropped into the desert (sorry “greenfield territory”) look for some of those 22,500 people that are willing to help you. Boy, you are going to coin it in! Doing some math.

Territories 150

Territories Demographics Social Media Cold Calling 150

No More Cold Calling

JUNE 7, 2012

Relationships, personal connections, and follow up power your referral network. When you build your business through referrals, you get the meeting at the level that counts. I’m not the only person who thinks you should write a thank-you note after a new-client meeting, receiving a referral, or closing new business. Guess what?

Referrals 286

Referrals Territories Follow-up Facebook 286

The Brooks Group

SEPTEMBER 6, 2017

Sales referrals are one of the most powerful ways to generate high-quality sales leads. Getting a customer referral helps salespeople over the first hurdle of the sale—establishing trust. Here are 5 simple sales referral tactics that your salespeople can start putting into action immediately. Give a Sales Referral First.

Referrals 40

Referrals Buyer Persona Face-to-face Territories 40

The Pipeline

JUNE 20, 2016

There is no doubt that the pattern for a long time has been to start off a sales career prospecting, because unless you adopt a territory, there is no other way to build a base, (even if you’re good at referrals, you need someone to refer you). Other than direct referrals, prospecting is the optimal path to that.

Hiring 198

Hiring Referrals Territories Prospecting 198

Alice Heiman

SEPTEMBER 5, 2018

How can you leverage existing accounts to get referrals? . How much can you increase revenue inside existing territories with existing products? . How much can you increase revenue inside existing territories with new products? . How much can you increase revenue in new territories with existing products? .

Sales Goal 106

Sales Goal Top of Funnel Territories Funnel 106

SBI Growth

JANUARY 10, 2014

The impact to the individual sellers and their territories. Rebalancing of any territories due to the new quota. Use LinkedIn to expand your profiles, reach, and referrals to close the gap. Sit down with your team and pay attention to these areas: Understanding the link between the company strategy and new quota.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

Alice Heiman

MARCH 26, 2020

How can you leverage existing accounts to get referrals? How much can you increase revenue inside existing territories with existing products? How much can you increase revenue inside existing territories with new products? How much can you increase revenue outside existing territories with existing products?

Strategy 53

Strategy Territories Referrals Revenue 53

Adaptive Business Services

JANUARY 17, 2024

I am a referral junkie. I scoured my territory for potential opportunities and found several hundred. In the past, I have owned and operated three professional networking groups as a for-profit business. Who likes cold calling? Not me, and if you say that you do … I would say that you are a … Back to 2006.

Networking 71

Networking Buyer Persona Ideal Customer Profile Construction 71

Score More Sales

MAY 27, 2013

In past posts I’ve talked about how your social footprint is your 365 day per year, 24×7 online trade show where your buyers and potential referral partners can learn about you on their own schedule. I say this because most sellers do not have an actual referral partner growth strategy. Gain Insight.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

SBI Growth

DECEMBER 5, 2013

Then there’s the egotistical control freak that also sends a steady stream of referrals. There are several possible reasons: Need to keep your complete book of business and preserve your territory. Nurture relationships to generate referral business. A key account, for instance, could be an insane eight hundred pound gorilla.

Customer 303

Customer Referrals Margin Territories 303

The Pipeline

SEPTEMBER 25, 2013

I usually start my Proactive Prospecting workshops by asking “Who here can make quota strictly from their base and referrals from that base?” I don’t often hear back, mostly because a balanced, well thought-out action plan has to include cold calls, referrals, LinkedIn, and every available and effective tool.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

Crunchbase

APRIL 11, 2023

Use referrals to your advantage Research by Nielsen found that 92% of buyers trust referrals from people they know, meaning you should absolutely be leveraging referrals as part of your prospecting strategy.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

Use referrals to your advantage Research by Nielsen found that 92% of buyers trust referrals from people they know, meaning you should absolutely be leveraging referrals as part of your prospecting strategy.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Adaptive Business Services

JANUARY 24, 2024

A good salesperson not only needs to build new relationships, they need to maintain and strengthen relationships with existing clients who are their best sources for repeat business and referrals. By territory. Reminders and tasks. Template emails. Tagging and search. Customers vs. prospects. By industry.

CRM 71

CRM Revenue Company Hiring 71

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Click here for an example of building a referral program maintained in your CRM. Are your territories designed to maximize time with customers and prospects? Certain elements of your planning process will always need to be addressed.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

No More Cold Calling

JANUARY 3, 2013

And she even mentions my favorite topics—relationships and referrals. As you think about social selling, you need to ask: Are marketers doing the referral building in a sales territory or with an individual rep’s social networks? There are a lot of fakes out there and a lot of confusing lingo.

Social Media 271

Social Media Social Selling Media InsideView 271

The Pipeline

NOVEMBER 13, 2014

Oh yes, referrals. There is no denying that a warm referral is like first prize, and an indirect referral, second prize. Besides, not everyone is in a position to get or generate referrals. If you are in a more transactional sale, a new rep to the company, in a new territory, referrals will have limited utility early on.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

No More Cold Calling

SEPTEMBER 15, 2011

Next, we gave them a phone, a list, and a desk and expected them to figure out how to build their territory fast enough and well enough so that they could make the kind of money we promised them. And you know I believe in referral sales to guarantee your salespeople’s success.). Right Tools, Right Results.

Hiring 248

Hiring Territories Salary Social Media 248

MTD Sales Training

AUGUST 30, 2012

So, Steve, we are looking at £200 per territory for three territories or £600 per month. If you will be that reference for me, and maybe even accept an occasional telephone call, I will pay you a referral fee in advance and take it right off the top. I’ll give you 25% for three territory sales that I know I will make.

Territories 279

Territories Discount Referrals Negotiation 279

Hubspot Sales

JANUARY 9, 2018

If you have territories, assign a sub-goal to each. Here are a few examples: Objective: Increase referral rates by 30% this quarter. Here are a few examples: Objective: Increase referral rates by 30% this quarter. Run three-day referral techniques workshop. Hold sales contest for referral sales.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

SalesforLife

JUNE 27, 2019

In fact, because they have a defined timeline and a distinct call to action, events are one of the ways that create the greatest triggers (referrals, insights, and competitive intelligence). If you read our blog, you know that account executives are responsible for building TAM maps for their particular geographic territory.

Campaigns 95

Campaigns Ideal Customer Profile Strategy Trade Show 95

Increase Sales

JULY 2, 2013

As in any other introduction or sales referral process, using another name can be a powerful springboard to not only attracting attention but beginning to build that critical relationship. territory. One of the not so well known features is a LinkedIn Introduction message. Insert a favorite local restaurant). Share on Facebook.

LinkedIn 127

LinkedIn Referrals Small Business Small Business 127

Score More Sales

JANUARY 4, 2013

But I also had sales leaders who just raised the number by a percentage every year, not taking into consideration changes in the market or in opening up a new territory. Number of qualified strategic or referral partners that you talk with. What has always motivated me are activity goals.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

Zoominfo

FEBRUARY 23, 2021

Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process. In fact, cold calling without a referral results in about a 1-3% success rate, whereas with a referral that number jumps up to 40% ( source ). 36% of companies have created shorter sales cycles using personas.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Sales Hacker

MARCH 12, 2020

Essentially, achieving your goals is only possible with a full roster of sales reps who know their territories and are ramped to full productivity. Examine what factors are causing open territories in the first place. Is the territory just not capable of achieving that quota? Is it unrealistic sales quotas?

Hiring 76

Hiring Compensation Territories Sales Talent 76

Partners in Excellence

AUGUST 19, 2019

Most every sales person I know has some sort of defined “territory.” What does it mean to build our reputations within our territories? We build our reputations by being helpful to those people in our territories. We expand our networks there and through referrals. Building our reputation, is important.

Territories 62

Territories Hiring Face-to-face Social Media 62

The Pipeline

APRIL 17, 2013

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. Again, nothing wrong with the thinking or reality, just the lack of consistently delivering against plan.

Demand Generation Agencies 296

Demand Generation Agencies Top of Funnel Territories Demand Generation 296

Sales Evangelist

DECEMBER 28, 2020

Always look for a way to connect with prospects within your territory. Understand that referrals and references are the biggest part of your business. By developing customer relationships that lead to referrals and recommendations, you’re selling in a way that creates a profit. Don’t slam the competition.

Sales Goal 69

Sales Goal Referrals Survey Territories 69

Adaptive Business Services

FEBRUARY 20, 2019

Both can be applied to recurring orders from existing accounts as well as referrals from these customers. Your sales territory has moved online. These are the folks who consistently deliver new revenues in terms of repeat business and referrals. This is called prospecting and it is hard, back breaking work.

Buyer Persona 54

Buyer Persona Ideal Customer Profile Referrals Social Selling 54

Your Sales Management Guru

SEPTEMBER 29, 2014

and as the discussion of “territory development” evolved several of the salespeople simply didn’t feel it was their responsibility to prospect because of the futility of cold calling/phone calling and event marketing. Are you territory based or open territories? What is your sales process?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

The Pipeline

APRIL 29, 2011

They’re not business referrals. Now that’s a qualified business referral. The best leads are those you receive through a referral. When you receive a qualified referral, you are pre-sold. Get more referrals and get these results. Territory Alignment. Everyone likes free stuff. And, they’re still not leads.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

The Brooks Group

NOVEMBER 15, 2017

Sales referrals are one of the most powerful ways to generate high-quality sales leads. Getting a customer referral helps salespeople over the first hurdle of the sale—establishing trust. For more tips on getting high-quality referrals, check out this blog post. Improving their overall business acumen. Smarter Outreach.

Prospecting 63

Prospecting Ideal Customer Profile Sales Qualified Lead Referrals 63

Jeffrey Gitomer

MAY 9, 2011

” Misperceptions that lead to sour grapes: I think my prices are too high, or my territory is bad. Generating Referrals. Poor work habits: Getting to work late, or barely “on time.” ” Not spending your time with people who can say “yes.” Want to learn ways to help cure sick sales? Share this Post.

Hiring 306

Hiring Social Media Cancellation Loyalty 306

The Brooks Group

JANUARY 5, 2020

Besides cold calling and referrals, salespeople have dozens of possible ways to contact new prospects: . The Sales Territory Planning Workshop teaches salespeople the best strategies for developing sales plans that they can implement, track, and measure for success. . Choose Effective Prospecting Techniques . Prospecting Skills

Top of Funnel 69

Top of Funnel Prospecting Sales Qualified Lead Territories 69

Highspot

AUGUST 2, 2022

The base of the pyramid is where you find your performance drivers: meetings, leads, referrals, sales plans, coaching, sales strategy, etc. Referrals given, referrals received. Identify Your Drivers, Benchmarks, and Goal KPIs. Sales performance can be visualized as a pyramid. Number of leads. Events attended.

Hiring 52

Hiring Lead Rank Maximizer Referrals 52

Hubspot Sales

OCTOBER 5, 2020

He listed some better outcomes than meetings booked SDRs should prioritize, including: Referrals — He suggests reps should "learn who the right person to talk to is, and see if they can be put in touch.". Timing — He says, "Only a very small percentage of your territory is in an active buying cycle and looking for your product.

Hubspot 135

Hubspot Intent How To Buying Cycle 135