No More Cold Calling

JANUARY 31, 2025

This is your referral reality check. Referral selling strategies are the key to consistent sales growth, but chances are, your team isnt leveraging them effectively. Referrals convert at a staggering rate of 50 to 90 percent. Myth #1: Our team already does referrals well. Myth #2: Referral selling cant be scaled.

Referrals 156

Referrals Scale GoldMine Pipeline 156

No More Cold Calling

OCTOBER 24, 2024

If your focus is on winning as much business as possible before year-end, you’ll be starting 2025 in a losing position—with a lackluster pipeline and few new sales opportunities for the New Year. Referrals = New Sales Opportunities It’s tough to focus on prospecting when you’re working on a massive project or closing a big deal.

Opportunity 177

Opportunity Referrals How To Pipeline 177

No More Cold Calling

JUNE 10, 2021

Why I made referral selling my life’s work. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My first client was an outplacement firm (and a referral). Would you be willing to be a referral to this company?”

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

No More Cold Calling

MARCH 31, 2021

They recognized that asking clients for referrals was the way to gain access to prime prospects. They knew they had to improve (not negotiable) and recognized referrals were their ticket to qualified leads, a robust pipeline, and a faster path to revenue. Or are you taking a new, fresh, and measurable approach to prospecting?

Referrals 371

Referrals Cold Calling Call-back Sales Qualified Lead 371

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do.

Referrals 328

Referrals Sales Management Hiring Scale 328

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? If You Freeze Up, So Does the Sales Pipeline. If You Freeze Up, So Does the Sales Pipeline.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

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

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.

Prospecting 417

Prospecting Social Media Channels Referrals 417

No More Cold Calling

MAY 17, 2019

Asking for referrals feels riskier than cold calling. I’m not sure of the reason, but I have never been comfortable asking for referrals.” That comment was from a 20-year sales veteran, the kind of seasoned pro who should know how to get referrals, and given this person’s track record, should feel confident about asking.

Referrals 327

Referrals Scale How To Cold Calling 327

No More Cold Calling

NOVEMBER 16, 2018

If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me referral business doesn’t scale. Scaling a referral business is a series of steps that must be taken.

Scale 313

Scale Referrals Hiring Sales Qualified Lead 313

No More Cold Calling

OCTOBER 18, 2018

Getting referrals business should be top. priority in your sales prospecting techniques. 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. Why Aren’t Referrals on the Radar? That’s not happening with cold calling.

Referrals 325

Referrals Cold Calling Quota Sales Qualified Lead 325

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 Scoring 297

Sales 2.0

JULY 8, 2022

Meanwhile most high tech companies accept this level of productivity in their sales departments. This post describes a framework that I have found over the last two decades can really change the math on prospecting. It can be a critical step in filling your sales pipeline with great opportunities. Your prospect decides to do?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

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

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. Boy, was I wrong!

Referrals 310

Referrals How To Cold Calling Lead Generation 310

No More Cold Calling

JANUARY 10, 2019

Asking for referrals might be hard, but it pays off big! Ask most anybody for the secret to how to get referrals, and they’ll probably tell you the first step is to simply ask. Whether you’re a sales newbie or a veteran rainmaker, asking is hard. Therefore, it’s even more intimidating for them to ask for referrals.

Referrals 309

Referrals InsideSales How To Cold Calling 309

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

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 Scoring Lead Rank 289

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

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 5, 2019

The most coveted prize in selling besides a sale is a referral. Everyone tells you to get referrals, no one tells you what to do next. How do you maximize the selling power of this referral? Don't appear to be too anxious to get the sale (money). Don't appear to be too anxious to get the sale (money).

Referrals 284

Referrals Call-back Cold Calling Meeting 284

No More Cold Calling

AUGUST 1, 2019

Referral makers don’t want your money. You’re going to pay me how much for referral business? You’ll let me know if this was a good referral for you. You’ll let me know if this was a good referral for you. You’ll send me a handwritten thank-you note , whether the referral worked out … or not. We all know why.

Referrals 289

Referrals System Cold Calling Social Media 289

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Scoring Lead Rank 409

No More Cold Calling

OCTOBER 5, 2017

Does your sales team struggle to get referrals? When I read a checklist of account based sales development strategies that omitted referral selling, I asked the creator why. Sales leaders don’t take time to implement a referral system. Even if they do ask for a referral, it is a generic ask (i.e., “If

Referrals 279

Referrals Top of Funnel Account Scale 279

No More Cold Calling

SEPTEMBER 20, 2018

If you’re like most sales leaders, you’re tracking the wrong referral metrics and spinning your wheels. Craig had only one referral KPI, and it was the wrong one: the number of prospect meetings that his reps conducted. The Referral Metrics That Matter. Do the Referral Math. Do you have the wrong KPI?

Referrals 258

Referrals Scale Cold Calling Social Media 258

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

JUNE 24, 2021

How to ask for referrals and other FAQs. After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. In no particular order, here are the most common referral selling questions I hear … 1. How do I get over my reluctance to ask for referrals?

Referrals 256

Referrals Outsourcing Services Sales Outsourcing Cold Calling 256

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 Scoring Lead Rank Scale 249

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. attain quota, and about 65 percent of sales reps in Europe do so. What sales leader would find these stats acceptable? And how can a B2B referral program drive up those numbers?

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

No More Cold Calling

NOVEMBER 29, 2018

This is the best time to build your referral network. Invite prospects and clients to come along with you. You’re in sales, so get out there and network! In the meantime, check out this month’s posts from No More Cold Calling: 4 Reasons You Shouldn’t Get the Referral on LinkedIn. Not only did she get the referral.

Referrals 238

Referrals Networking Scale Cold Calling 238

No More Cold Calling

OCTOBER 28, 2018

Most sales reps dread cold calling, but they don’t exactly fear it. But whether or not they want to admit it, most salespeople do fear asking for referrals. I’ve been asked in the past if women or men are better at referral sales, and I didn’t think it mattered. Why You Need to Make Time for Asking for Referrals.

Cold Calling 240

Cold Calling Referrals Social Media Sales Qualified Lead 240

No More Cold Calling

FEBRUARY 28, 2025

Discover how a broken approach to social selling can damage your sales reputation, costing you business referrals and lost revenue. What is referral selling? Social sellers do their homework, using their LinkedIn networks to gain insights, build sales trust , and make connections.

Referrals 177

Referrals Social Selling Networking LinkedIn 177

No More Cold Calling

NOVEMBER 2, 2018

How to connect beyond the click when asking for referrals. My client, Sue, identified a colleague on LinkedIn who knew her prospect, George—a high-profile, very senior buyer. 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.

Referrals 253

Referrals LinkedIn Social Media Ideal Customer Profile 253

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 Scoring 228

No More Cold Calling

MAY 22, 2019

Stop talking about referrals. Why would I tell you to stop talking about referrals, especially considering I’ve spent decades spreading that gospel? Everyone raves that referrals are their best source of new business, but few salespeople actually raise their hand and commit to referral selling. Start Doing Referrals.

Referrals 47

Referrals Course Training Hiring 47

No More Cold Calling

DECEMBER 29, 2020

Your referral network is your net worth in sales. “How do I ask for a referral from customers I haven’t spoken with in two years?” How can smart, experienced sales reps let their customer relationships wither? In this profession, our referral network is basically our net worth.

Referrals 432

Referrals Customer Social Media Revelation 432