No More Cold Calling
JULY 12, 2024
Sales leaders complain that reps don’t get enough qualified leads, their pipelines are fluff, and it takes them way too long to reach their prospects. A disciplined referral system can help your company scale by increasing deal size, converting prospects to clients, and penetrating prime accounts. But how do you scale referrals?
No More Cold Calling
SEPTEMBER 26, 2024
You’ll find Kristie’s questions in Chapter One: “You’ve Got to Meet Yourself Before You Meet the Prospect.” Plus, check out my blog posts from the past few months for more on referral selling: 2025 Sales Success Starts Now There’s an old adage in sales: “If you’re on time, you’re late.” But how do you scale referrals?
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Sales 2.0
JULY 2, 2024
Your prospects picked up the phone when it rang, as it might be their customer or family on the other end. If you’re prospecting and you don’t know someone yet, try a multimedia approach. If you’re using a referral approach or a “ bird of a feather ” approach, good old email may work on its own. Then we got cell phones.
No More Cold Calling
DECEMBER 7, 2023
How asking for referrals will drive your revenue in 2024 How many people should you ask for referrals to get five new clients? In my experience, at least half the people you ask for referrals will introduce you to your ideal prospect. So the ratio of referral requests to new clients is roughly four to one (4:1).
Speaker: Ruth Stevens, President of eMarketing Strategy
The next step in the process is to provide leverage to sales as they engage with the prospect, close the deal, and then nurture and deepen the customer relationship. But guess what: It’s after the sales team has gotten into the act where marketing can have an even bigger impact on results.
No More Cold Calling
AUGUST 22, 2024
Referrals solve the key problems that modern sales leaders face. A disciplined referral program—with ongoing coaching, metrics, and accountability for results—is the solution to the key business development challenges that CROs face today. Without high-quality prospects, your team can’t close enough deals to meet revenue targets.
No More Cold Calling
DECEMBER 27, 2022
Why I won an award for prospecting. Always be prospecting” is my motto. Yes, sometimes December is super quiet, which means either clients aren’t ready, or you stopped prospecting. Want to Get Referrals? Tim told me his team was “doing referrals.” Read “ Want to Get Referrals? Don’t Do This. Dead silence.
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