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! Instead, he talked about the power of relationships for sales. Referrals Aren’t Favors. It’s who you know.”.

Referrals 310

Referrals How To Cold Calling Lead Generation 310

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. But referral selling is easier said than done.

Referrals 297

Referrals Scale How To Lead Rank 297

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. Think again.

Follow-up 344

Follow-up Referrals Up-Sell Cold Calling 344

No More Cold Calling

OCTOBER 6, 2016

Are your sales reps wasting time prospecting? You’re a sales leader accountable for increasing revenue, while at the same time managing your profit margins. If you’re fairly new to your company, your sales reps are a mixed bag of talent. However, a few critical sales challenges still remain. In 2015, 43.6

Referrals 279

Referrals Lead Rank Sales Qualified Lead Lead Scoring 279

No More Cold Calling

OCTOBER 1, 2021

I’m embarrassed by the bad sales behavior that blasts us every day. Obviously, I’ve never been a fan of cold calling, but now the uninvited sales pitches are multichannel. LinkedIn invitations to connect from people who immediately send you a sales pitch. Rude, rude, rude sales behavior. Sales Reps Not Closing Sales?

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

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

Jeffrey Gitomer

MARCH 4, 2019

You do a memorable job in making the sale. You provide impeccable service after the sale. To boost sales, make an impression, or get an audience. Align with a business that will deliver a gift of what they do at a reduced cost in exchange for the opportunity to make a sales call on your prospect or customer.

Referrals 289

Referrals Real Estate Lead Rank Lead Scoring 289

No More Cold Calling

OCTOBER 19, 2017

Why don’t account based selling teams ask for referrals? Why is asking for referrals ad hoc and not a discipline? It makes no sense at all, because every sales leader and account based sales rep knows that referrals are their hottest leads and best business. Sales leaders, here’s what you’re up against: 1.

Referrals 265

Referrals Account Cold Calling Social Media 265

No More Cold Calling

JUNE 30, 2021

One person even said that referral selling changed the trajectory of his business. Ready to read more about referral selling? Check out what you might have missed from my blog over the last few months: Celebrating 25 Years in Referrals: My Story. My first client was an outplacement firm (and a referral).

Referrals 257

Referrals Sales Qualified Lead Lead Gen Ideal Customer Profile 257

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. My Referral I.Q.

Referrals 249

Referrals Lead Rank Lead Scoring Scale 249

No More Cold Calling

MARCH 31, 2020

Learn how to take action in my free Sales Experts Channel presentation—“ How to Recession-Proof Your Sales in 9 Killer Steps ”—on Tuesday, April 14, at 1:00 Pacific, 2:00 Mountain, 3:00 Central, 4:00 Eastern, and other time zones around the world. The stock market rose to unheard-of levels, and unemployment was lower than ever.

Referrals 326

Referrals Cold Calling How To Call-back 326

No More Cold Calling

JUNE 7, 2018

I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe. 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.

Referrals 276

Referrals Sales Qualified Lead Marketing Qualified Lead Leads 276

No More Cold Calling

FEBRUARY 28, 2019

One guy even said he was thinking of cold calling (shudder) and doing more marketing. Why didn’t he think to ask for referrals? Social media, marketing automation, AI, predictive analytics, and all kinds of technology have cast doubt on traditional sales techniques and encouraged organizations to rely on digital sales prospecting.

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

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. But referral selling is easier said than done.

Referrals 228

Referrals Scale How To Lead Rank 228

Sales 2.0

MAY 20, 2020

If you’re a sales person, business owner, or marketer, your job is to facilitate this transmission. Professor Dunbar figured out that we humans have about 150 relationships we can maintain (this number should be higher for sales people and entrepreneurs actively involved in developing their business.). Trust changes everything.

Cold Calling 501

Cold Calling Referrals Networking Education 501

No More Cold Calling

AUGUST 30, 2018

Referrals are HOT, HOT, HOT! There’s no such thing as a warm anything in sales—an email, phone call, social media outreach, or even a knock on the door. Even if they do know each other, name dropping is not the same thing as having a referral. Dialing for dollars or getting referrals? Stop rationalizing.

Referrals 258

Referrals Cold Calling Social Media Lead Generation 258

No More Cold Calling

JUNE 25, 2020

Are you looking for your B2B sales leads in all the wrong places? Is your sales team searching too many faces, looking for traces of prospects, instead of narrowing the search to recruit only your ideal clients? There’s a better way, but it takes guts and conviction from every sales leader. They’ll drive new revenue the fastest.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

No More Cold Calling

OCTOBER 27, 2020

What do the following have in common: Referrals, Meetings, Minimal Marketing, and Maximum Impact? Get the referral, get the meeting. You’ve heard me say that many times, but it’s now come to life—with a provocative addition from my colleague Sonia Dumas, who says “ Marketing is Minimal, Impact is Maximum.”

Referrals 317

Referrals Hiring Webinar Metrics How To 317

No More Cold Calling

APRIL 3, 2020

We see deals in our sales pipeline postponed or disappearing. Sales leaders: Lead generation must be your primary focus. What do businesses typically do when clients stop buying and the sales pipeline dries up? They cut advertising, travel, training, marketing, and discretionary expense line items. So, what do you do?

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

No More Cold Calling

APRIL 30, 2020

I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

No More Cold Calling

AUGUST 22, 2024

Referrals solve the key problems that modern sales leaders face. But that growth stalls when your sales team isn’t booking enough meetings, generating qualified leads, or building a reliable pipeline. Top CRO Challenges What stands in the way of sales growth and keeps CROs up at night? Marketing is not the answer.

Referrals 177

Referrals Sales Qualified Lead Hiring Face-to-face 177

No More Cold Calling

OCTOBER 1, 2019

Q4 has now begun, which means it’s time to build your sales pipeline for Q1. Sure, marketing will toss you some names after the holidays, but those aren’t leads you can count on. Every sales meeting is about closing deals—who are the influencers, who knows whom, what have we missed, what do we need to do to get this deal done?

Referrals 209

Referrals Pipeline Sales Qualified Lead Cold Calling 209

Sales and Marketing Management

JUNE 19, 2018

Author: John Ruhlin Decades ago, sales professionals hit upon a mantra to understand how to woo prospects: “What’s in it for me?” Such a negative viewpoint only fosters a feeling of distrust for sales experts, making it tough to close deals and garner referrals. But the value of our referral traffic makes the waiting worthwhile.

Referrals 219

Referrals Journal Buyer Persona Study 219

No More Cold Calling

MAY 14, 2020

I was struggling with a new way to position referral selling during a recession. You must ask them for referrals. You definitely need to ask for referrals to receive them at scale. When the market is on an upswing, our customers and prospects may be focused on a whole host of things. It’s not always about revenue growth.

Prospecting 428

Prospecting Referrals Scale Sales Qualified Lead 428

Sales 2.0

NOVEMBER 6, 2024

Here are some recent real numbers from the front lines of selling that sales expert KD Dorsey just shared. And with generative AI taking hold in the sales and marketing professions, these numbers will only get worse, as more emails are generated, and buyers get even more inundated with unsolicited messages.

Conference 195

Conference Cold Calling Referrals Social Media 195

No More Cold Calling

JULY 13, 2021

A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers. Referrals help you ace Part One and set you up for success in Part Two. Your referral sources can provide intel that you won’t get anyplace else.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Sales 2.0

OCTOBER 21, 2024

Sales is not getting any easier. Many salespeople becoming mass email marketers. Most businesses have sales and marketing plans. Just modifying our thinking to this approach makes coming up with a plan relatively simple for most sales and marketing professionals and business owners. The solution was do more.

Scale 195

Scale Social Media Outbound Referrals 195

No More Cold Calling

JUNE 29, 2023

For nearly three decades, my sole focus has been helping growing companies leverage referrals to drive revenue. Sales teams continue to face more and more pressure to ramp up. Your most neglected sales channel is your existing client base. Everyone agrees that referrals are the best source of new business. Is it working?

Referrals 177

Referrals Channels Cold Calling Scale 177

No More Cold Calling

SEPTEMBER 6, 2019

When you prospect by referral, you treat all customers like gold. I’ve never had a good customer experience at that market, but this was over the top. They can also help fill your pipeline with referrals to piping hot leads. That’s why a referral culture leads to a stellar customer experience. I’d had it.

Referrals 189

Referrals Customer How To Airlines 189

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. Your lead generation tactics aren’t driving bottom line revenue.

Lead Gen 397

Lead Gen Sales Qualified Lead Marketing Qualified Lead Leads 397

No More Cold Calling

FEBRUARY 24, 2021

Why the sudden interest in referral sales? Or rather, change them back —from digital marketing to relationship building. Referrals are as old as time. Sales leaders have an ongoing challenge to get more qualified leads in the pipe, but seller access has evaporated. Referrals are based on trust. There it is.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

MAY 2, 2019

Hiding behind technology doesn’t drive sales—THIS WILL. The Sales Leadership Gap for Small Biz. Perhaps they came from marketing, IT, product development, finance, consulting, or customer success. But very few came from sales. In fact, they think sales is a four-letter word. The Sales Avoidance Phenomenon.

Small Business 316

Small Business Small Business Referrals Hiring 316

Sales and Marketing Management

OCTOBER 9, 2020

Author: Matt Kamp For B2B sales teams, referrals are worth their weight in gold. When customers or other companies refer people to you, your company is viewed as more trustworthy in front of those leads, and because of that trust, you can expect a faster – and more successful – sales cycle. That’s a huge jump. Active stage.

Referrals 177

Referrals Company Scale Case Study 177

No More Cold Calling

NOVEMBER 30, 2019

What has all of this to do with sales? For more on referral sales, check out my blog posts from this month: Why You Need to Make Time for Asking for Referrals. Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. I have no clue.

Referrals 197

Referrals Cold Calling Loyalty Fashion 197

Sales 2.0

MAY 1, 2020

You may easily say “yes” but if I look at real sales people’s actions over the course of a couple of decades, I see that their actions say “no”. Referrals from your clients and network : In all my years of selling the one thing that I have found makes the biggest difference is having a relationship. This is hours of work, not minutes.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

No More Cold Calling

OCTOBER 4, 2018

But here’s what they’re missing on referral B2B lead generation. I’ve had it with the accusations that referrals don’t scale, that referrals are a favor, that referrals can be digital, that all you need to do is ask for referrals, and the other crap that so-called experts tout on social media.

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 266

Zoominfo

FEBRUARY 7, 2025

The sales and marketing go-to-market frameworks weve relied on for decades staples like the funnel, the flywheel, and the buyers journey are fast becoming obsolete or are out the door already. But generative AI tools have empowered them in ways GTM teams can scarcely imagine. Sell Smarter. Win Faster.

Top of Funnel 130

Top of Funnel Lead Rank Intent Signal B2B 130