Alice Heiman

JANUARY 15, 2025

Referrals are an often-overlooked yet highly effective way to boost sales. In this episode, Alice Heiman dives into the transformative impact of a formal referral selling process. Learn why referrals outperform cold outreach, how they lead to higher-quality leads, and why they drive stronger customer retention.

Referrals 62

Referrals Closing Ideal Customer Profile Retention 62

SBI Growth

FEBRUARY 3, 2013

I provide the Account Networking Tool to build a referral database around your customer. They’re missing the real value of the platform: it’s a sales tool. They expand their personal network to fill their sales pipeline through customer referrals. Why LinkedIn is Ideal for Referrals. Referral-based connecting.

LinkedIn 335

LinkedIn Pipeline Decision Maker Referrals 335

SBI Growth

SEPTEMBER 17, 2013

LinkedIn is by far the #1 tool for social selling. The best sales teams are leveraging their LI connections to prospect and generate referral leads. The best marketing leaders are working hard to enable reps to maximize this tool. TURN REPS INTO MARKETING CHANNELS. Each new connection represents a potential customer.

Social Selling 321

Social Selling Top of Funnel Ideal Customer Profile Marketing 321

SBI Growth

NOVEMBER 15, 2013

Have they leveraged their network to create referrals within new logo accounts? This means that getting Sales to use the tools requires you to be the best salesmen in the company. Perhaps you’ve rolled out marketing automation, a new collaboration tool like Jive or Chatter or even a new CRM. Getting the Most from Sales Cavemen.

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentive 312

No More Cold Calling

APRIL 26, 2021

Referral sellers have been relationship-building their way through the pandemic. But not referral sellers. That is, unless they get those meetings through referrals and come to the virtual table with trust already earned. The effectiveness of referrals is well-recognized. The Problem with Virtual Sales Meetings.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Sales 2.0

OCTOBER 25, 2021

as this channel has become saturated. New technology like AI may help in better prospect identification and referral selling approaches that leverage social networks have been shown to increase conversion rates. Automate : There are more and more tools on the market that remove the need for sales people to do non-selling tasks.

Territories 396

Territories Compensation Scale Decision Maker 396

SBI Growth

OCTOBER 3, 2013

You''ll also get plenty of other tools to help you meet all types of Sales Ops challenges. Offer to help connect a buyer with a channel partner. Referrals Generated. They found 84% of B2B decision makers begin the buying process with a referral. What may be of interest is the relative ease of generating referrals in 2014.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

SBI Growth

SEPTEMBER 26, 2013

You will get access to more guides, templates and tools to help your lead generation efforts. Turn your sales and marketing teams social profiles into marketing channels. Establish a referral program - Referral leads convert at a higher rate than non-referred leads. 50 Tips to Make it Rain Quality Leads. A rep cannot.

Ideal Customer Profile 327

Ideal Customer Profile Sales Qualified Lead Marketing Qualified Lead Leads 327

Zoominfo

MARCH 6, 2019

There are more answers to that question than ever before, thanks to the variety of tools and channels at a modern marketer’s disposal. In fact, 84% of B2B decision makers start the buying process with a referral ( source ). Keep reading and learn everything you need to know about referral marketing!

Referrals 130

Referrals Marketing Incentive Incentives 130

No More Cold Calling

APRIL 13, 2017

How are they ever going to build a referral network or connect with clients if they’d rather type than talk? Why would we just put our heads down and grind forward when we see, every single day, on every single media channel, the value of asking “Why?” Curious about what it takes to build your referral network?

Lead Generation 268

Lead Generation Lead Rank Lead Scoring Marketing Qualified Lead 268

Zoominfo

MARCH 4, 2021

Some of the easiest methods of lead generation include increasing traffic to your social media channels and website. Lead generation is the process of advertising, optimizing brand reach, engaging with nurture campaigns, and maximizing digital channels. And what are one of the most difficult methods of lead generation?

Lead Generation 246

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 246

No More Cold Calling

JUNE 9, 2019

Successful sales professionals understand that technology is a must-have business tool. That’s still true, but cold calling has evolved as sales channels have evolved. All these technologies lure many sales pros into scaling back their personal interactions and relying on tech tools to surface easy “qualified” leads.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

SBI Growth

JULY 22, 2013

Establish a fun atmosphere with good feedback channels. 84% of decision makers begin their buying process with a referral (source: Edelman Trust Barometer). 84% of decision makers begin their buying process with a referral (source: Edelman Trust Barometer). Sales people get referrals more often through Linked In.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Zoominfo

JANUARY 27, 2019

Consider all review channels: From Yelp to Glassdoor to G2 Crowd, there are so many platforms your customers can use to leave reviews. When you send review requests, alternate between these channels so you can generate a more comprehensive collection of reviews across the web. Establish a referral program.

Social Media 210

Social Media Referrals Marketing Influencer 210

No More Cold Calling

JUNE 28, 2012

Referrals are the secret to B2B sales: Get the meeting at the level that counts. A big challenge of social media is the number of outlets; you’ll be more effective if you use tools that integrate social media channels. Face to Face in a Sales 2.0 World”—that’s how I met Todd McCormick at the Fall 2011 Sales 2.0 conference.

Social Media 267

Social Media InsideView Cold Calling Customer 267

SBI Growth

SEPTEMBER 26, 2013

You will get access to more guides, templates and tools to help your lead generation efforts. Turn your sales and marketing teams social profiles into marketing channels. Establish a referral program - Referral leads convert at a higher rate than non-referred leads. 50 Tips to Make it Rain Quality Leads. A rep cannot.

Ideal Customer Profile 244

Ideal Customer Profile Sales Qualified Lead Marketing Qualified Lead Leads 244

SalesFuel

DECEMBER 5, 2024

This powerful tool to master sales is asking for a referral. This Master Sales Technique is Underutilized Salespeople report that only 30% of their clients have given them a sales referral in the past year. This low percentage reveals a genuine opportunity for sellers to boost referrals and increase revenue.

Ideal Customer Profile 59

Ideal Customer Profile Hiring Referrals Sales Qualified Lead 59

SBI Growth

OCTOBER 24, 2012

The Integrated ProForma campaign tool provides clarity to establish a solid ROI representing the total impact to drive results. It's equally likely that a sales rep or partner referral initiated the buying process. That's where SBI's demand generation programs benefit from ProForma campaign measurement tools. That does happen.

Demand Generation Agencies 293

Demand Generation Agencies Marketing Demand Generation Targets Demand Generation 293

Sales and Marketing Management

APRIL 26, 2019

Specifically, prospecting and lead generation; managing the core, middle-of-the-funnel sales activities; and creating customer advocates and boosting referral selling. We therefore need sustained and expert effort to build relationships through various channels – social media, email, voicemail, text, phone and even old-fashioned snail mail!

Top of Funnel 229

Top of Funnel Ideal Customer Profile Customer Lead Rank 229

No More Cold Calling

AUGUST 30, 2012

Yes, the radio’s still here—after threats that TV and the Internet would create yet another relic in the communication channel. Hint: referrals leverage your existing network—clients and people you already know, who already like you, and are happy to refer you. Think walkie-talkies and Morse code.). Chin Up, Shout Out.

Referrals 220

Referrals Face-to-face Travel Networking 220

SBI Growth

JULY 10, 2014

” It includes a downloadable tool to assess your readiness for successful implementation. Social Selling: Initial enthusiasm for the social referral program is high, but quickly wanes. Channel Management Strategy Human Resources Change Management' Making the Number Means Making Change. But few new contacts are added.

Sage 267

Sage Lead Rank Forecasting Inside Sales 267

Hubspot Sales

JUNE 5, 2019

What is channel sales? In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. The Definition of Channel Sales.

Channels 111

Channels Lead Rank Hiring Lead Scoring 111

Allego

NOVEMBER 17, 2022

You may have some referral relationships or casual partnering opportunities. But to get your channel partners working for you, you need to think programmatically. Companies with high-performing channel partner programs know this. 4 Steps to Build a Channel Partner Program. 4 Steps to Build a Channel Partner Program.

Channels 105

Channels Scale Account Based Marketing SalesForce 105

Sales 2.0

SEPTEMBER 8, 2018

Now, sales people are starting to “geek out” and use software tools like marketers have been for the last decade, or so. Using referrals : I go on about relationships getting you in-the-door way more effectively…But what take my word for it? Try cold approaches and then try using referrals to get you to your prospect.

Top of Funnel 240

Top of Funnel Sales Qualified Lead How To Referrals 240

No More Cold Calling

JUNE 6, 2019

Successful sales professionals understand that technology is a must-have business tool. That’s still true, but cold calling has evolved as sales channels have evolved. All these technologies lure many sales pros into scaling back their personal interactions and relying on tech tools to surface easy “qualified” leads.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

DiscoverOrg Sales

AUGUST 19, 2016

Build a Multi-Channel Traffic Plan to Drive Inbound Candidates. We had a to build a multi-channel candidate attraction plan to drive candidate traffic. That plan included online job boards, social recruiting, job fairs, networking events, referrals, and a great careers website. could get us the volume of candidates we needed.

Hiring 222

Hiring Marketing Top of Funnel Cold Calling 222

Zoominfo

MARCH 1, 2021

The following types of tools are used to track, measure, and share KPIs: Web analytics CRM systems Data dashboards Business management platforms Data visualizers Business intelligence software. Digital Channels and Content. Technically, company websites are digital channels, but web analytics deserves its own category.

Paid Content 207

Paid Content Lead Rank Marketing Qualified Lead Cost per Acquisition 207

Zoominfo

JANUARY 23, 2019

It not only requires a deep understanding of products and services but also an extreme familiarity with one’s customer base and access to the right tools and information. We often discuss the value of tools like buyer personas and ideal customer profiles as vehicles through which sales professionals can better understand their buyers.

Prospecting 182

Prospecting Ideal Customer Profile Hiring How To 182

Zoominfo

FEBRUARY 25, 2021

Marketing Engaged Lead: Prospect who interacts with a company via a marketing channel. Customer Referrals. A customer referral program is a great way to bridge the gap between wanting to find new leads and leveraging the ones you already have. The interactive nature of the channel?—it’s Stages of Lead Qualification.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

SBI Growth

FEBRUARY 16, 2014

At the end, I’ll provide the Insource vs. Outsource Content Marketing Evaluation tool. They were filling the social channels with content. Not many prospects were engaging on social channels or subscribing to the blog. However, in part of her team’s research they asked their network for referrals. Author: John Koehler.

Outsourcing Services 224

Outsourcing Services Top of Funnel Marketing Face-to-face 224

Zoominfo

MAY 20, 2021

Email is the OG digital marketing tool. In fact, for the past ten years in a row, email has been the channel that produces the highest ROI for marketers. If you ran a referral campaign via email that resulted in a below-average conversion rate, you might adjust how you present your offer to customers or reconsider the offer itself.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

Pipeliner

NOVEMBER 18, 2021

Today, you can choose from a variety of strategies and tools for lead generation : online chats, newsletters, pop-up forms, SEO optimization, knowledge-sharing platforms, etc. Choosing the right tools for hot lead generation for your business will help you scale faster, expand the VIP-client segment, and earn additional profits.

Lead Generation 98

Lead Generation Lead Rank Sales Qualified Lead Leads 98

Zoominfo

JANUARY 11, 2018

Rely on other, less populated channels. If LinkedIn is too crowded, rely on platforms and channels that are less frequented by recruiters. Try using one of the following: Other Social Channels Whether we want to admit it or not, a lot of us spend a significant amount of time using social media.

LinkedIn 130

LinkedIn Referrals Social Media Networking 130

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. But, modern sellers beware!

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. But, modern sellers beware!

Referrals 78

Referrals Strategy Buyer Persona LinkedIn 78

Alice Heiman

MARCH 7, 2022

CraigZingerline shares the four channels your #GoToMarket Team should be looking at to acquire new #customers, and why it is important to know how you acquired them. What channels work? Craig’s four main channels every Go-to-Market (GTM) team should look at: . I’ll add one more vital channel, and that is referral.

Customer 126

Customer Referrals Channels Social Media 126

Sales and Marketing Management

OCTOBER 31, 2017

Target the right market segments: Decide which sales organizations, geographies and channels will deliver maximum performance for your incentive budget. For example, a channel program should never include a warehouse club in its incentive strategy. reaction you want. Some targets are especially appropriate; others make no sense at all.

Incentives 195

Incentives Incentive Strategy Penetration 195