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

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

NOVEMBER 22, 2024

Referral selling isn’t just a mindset shift. It requires total trust in the referral process and a commitment to daily activities that actually move the needle. The Payoff for Ben Once Ben committed to a referral program , everything changed. It’s your checklist for referral selling.

Sales Qualified Lead 314

Sales Qualified Lead Prospecting Cold Calling Referrals 314

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. Why the sudden interest in referral sales? How do I know this?

Referrals 371

Referrals Cold Calling Call-back Sales Qualified Lead 371

No More Cold Calling

MAY 21, 2020

Do you know your referral gap quotient? Steve had a referral program. (Or He proudly told me that 30 percent of his company’s business came from referrals. Do they know how to get referrals? He realized that referrals were hit-and-miss in his organization, because they were dependent on inbound calls.

Referrals 331

Referrals Outbound Lead Gen Sales Qualified Lead 331

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

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

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

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? Sales leaders tell me they have too many priorities.

Referrals 325

Referrals Cold Calling Quota Sales Qualified Lead 325

No More Cold Calling

DECEMBER 28, 2017

You don’t have to be the life of the party to succeed in sales. That’s exactly the kind of people account based sales reps are—life-of-the-party types, not fearful of confrontation, can talk to anyone about any subject, blazing extroverts. But introverts have their own advantages in sales. The Introvert’s Secret Sales Weapon.

Referrals 330

Referrals Negotiation Conference Sales Qualified Lead 330

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

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

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

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

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 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

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

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

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. How to Ask for a Referral from a Client. “If You’ll receive the recording.

Referrals 326

Referrals Cold Calling How To Call-back 326

No More Cold Calling

SEPTEMBER 20, 2019

on how he asks for referrals. I never pass up the chance to chat about referrals. Here’s how Mario describes our conversation: Joanne shares how you should ask for referrals and reveals the exact questions you should ask to qualify those referrals. 3 steps to build a referral culture for your company.

Lead Generation 267

Lead Generation Referrals Sales Qualified Lead Marketing Qualified Lead 267

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

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 Marketing Qualified Lead Leads 276

No More Cold Calling

JULY 25, 2019

You might have a question about referral selling I can answer, want to work together to build a referral culture , or put me in touch with a perfect referral partner. Ideally, you have referral partners in your close business network—people who offer different services to the same size companies in the same industries as you.

Referrals 267

Referrals Networking Cold Calling Lead Scoring 267

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 Rank Lead Scoring 409

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).

Referrals 194

Referrals Scale Decision Maker Sales Qualified Lead 194

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

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

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. Save Money.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

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 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? Big problem! The Solution?

Referrals 177

Referrals Sales Qualified Lead Hiring Face-to-face 177

No More Cold Calling

APRIL 29, 2019

Why Customer Experience Should Be Top of Mind for Sales Leaders. In her Sales 3.0 Read “ Why Customer Experience Should Be Top of Mind for Sales Leaders.”). Every sales exec says they need more leads in the pipe. What these sales execs don’t say is they need more qualified leads. Referral sellers.

Referrals 261

Referrals B2B Sales Qualified Lead Cold Calling 261

The Pipeline

JULY 13, 2020

Sales Scrum Podcast Episode #15 – Guest Joanne Black. Joanne Black is America’s leading authority on referral selling; she practically invented it, and that is the focus of this episode. Joanne shares the overlooked opportunities in properly and consistently leveraging referrals. We explore it all with the source.

Referrals 351

Referrals Competition Up-Sell Sales 351