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. I knew I needed to reposition why referrals work and why they’re not discretionary now. It’s not always about revenue growth. Was I wrong?

Prospecting 428

Prospecting Referrals Scale Sales Qualified Lead 428

Jeffrey Gitomer

JANUARY 3, 2012

Referrals – Best Way To Get Is To Give. Tweet Share You don’t ask for referrals, you earn referrals: Looking for more tips like this? Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. Dont let your next sales meeting suck! Click here. Categories.

Referrals 228

Referrals Hiring Social Media Loyalty 228

No More Cold Calling

OCTOBER 1, 2019

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? If you want to boost your sales pipeline for Q1, I have a simple “ask”: Check out my referral course on LinkedIn Learning. Tough, right? I’d had it. Why You’d Better.

Referrals 209

Referrals Pipeline Sales Qualified Lead Cold Calling 209

Jeffrey Gitomer

FEBRUARY 18, 2011

Relationships and Referrals | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. Dont let your next sales meeting suck! Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Categories.

Referrals 206

Referrals Hiring Social Media Loyalty 206

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. If you don’t get the meeting, Part Two doesn’t matter.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

APRIL 22, 2020

Then find out why it’s so uncomfortable to ask for referrals, and how to get over that fear, in my post, “ How to Ask for Referrals: A Comprehensive Guide.”. Invite Joanne to lead a discussion about “ How to Boost Your Sales in a Volatile Economy ” at your next virtual or in-person sales meeting.

Referrals 358

Referrals Cold Calling Call-back Research 358

No More Cold Calling

MAY 28, 2020

Then, learn how to lean on your referral network during tough economic times in my presentation for the Sales Expert Channel, “ How to Recession Proof Your Sales in 9 Killer Steps.”. Invite Joanne to lead a discussion about “ How to Boost Your Sales in a Volatile Economy ” at your next virtual or in-person sales meeting.

Referrals 391

Referrals Cold Calling Social Media Social Selling 391

The Sales Heretic

APRIL 19, 2018

In my seminars and workshops, one of the most frequent complaints I hear from salespeople is that regular sales meetings are a waste of their time. Unproductive sales meetings not only drain the morale of your sales team, they can actually cost you sales, because your people are sitting in a meeting room rather than [.].

Sales Meeting 193

Sales Meeting Meeting Sales Referrals 193

No More Cold Calling

JANUARY 23, 2020

It’s our job as consultative salespeople to guide our clients on what it takes to get the results they expect and to be with them throughout the sales execution. If clients ask me to train their sales teams on referral selling with no strategy, no metrics, no accountability, and no coaching, I walk. Yes, you read that right.

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

No More Cold Calling

FEBRUARY 15, 2018

I’ve been polling sales audiences for years about their top challenges, and the gatekeeper always comes up. in my Referral I.Q. There’s only one approach that will shift these numbers—a referral system. It’s much, much easier to get to decision-makers with a referral introduction. Out of more than 400 respondents, 78.84

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

No More Cold Calling

APRIL 26, 2018

Price isn’t an issue with referral business. Sadly, that behavior continues in sales negotiations today. They know sales reps will make the best offers at the end of the quarter or at the end of our fiscal year, so they wait. Prequalify with Referrals. Your referral business is sealed.

Negotiation 237

Negotiation Referrals Lead Qualification Discount 237

No More Cold Calling

APRIL 9, 2020

After years of colleagues asking if I had written a book, I decided it was time to write about my passion—referral selling. focuses on the intersection of sales, technology, and referrals—the marriage of the old (relationships) with the new (technology). Each of these has its place in sales. Now, About This Book.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

No More Cold Calling

MAY 3, 2018

But you can’t put that expertise to good use until you score meetings with people who count—prospects who are open to challenging the status quo and who have the power to do so. Get Referrals. The biggest challenge sales reps face is getting a meeting at the right level. That’s how to prospect for sales.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

Jeffrey Gitomer

JULY 26, 2011

Get your customer to bring a referral for you, and you bring a referral for your customer. Your customer may be reluctant to bring you a referral unless you bring one for him. Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. Dont let your next sales meeting suck!

Hiring 260

Hiring Social Media Referrals Loyalty 260

No More Cold Calling

NOVEMBER 19, 2015

Face-to-face matters in referral selling. No sales leader wants to hear that. A company gets acquired, the economy tanks, the sales leader quits, the sky is green … or whatever. Strong relationships are why clients buy—and why we get referrals. In-person meetings aren’t luxuries. ” Yikes! Maybe nothing.

Referrals 120

Referrals Face-to-face Decision Maker Cold Calling 120

Jeffrey Gitomer

APRIL 19, 2011

For more sales training tips, click here to get my weekly sales Ezine – Sales Caffeine. Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. Dont let your next sales meeting suck! Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->. Categories.

Hiring 316

Hiring Social Media Loyalty Referrals 316

Jeffrey Gitomer

OCTOBER 19, 2011

Filed Under: Attitude , Customer Loyalty , General , Generating Referrals , Sales Tagged With: attitude training , corporate sales training , little black book of connections , professional sales training , sales presentations , sales training , selling skills. Get Sales Blog Updates. Sales Videos.

Networking 314

Networking Hiring Prospecting Social Media 314

No More Cold Calling

NOVEMBER 22, 2011

The sales prospect: • Thanks you for the insights you provided • Agrees that your solution meets their needs • Engages in a preliminary discussion and understanding about pricing • Asks you to prepare a proposal • Goes so far as to discuss start dates for the project. Double Your Sales.

Closing 285

Closing Prospecting Proposal Referrals 285

Jeffrey Gitomer

AUGUST 31, 2011

This makes the recovery complete, and paves the way for the next order, or a favorable referral. Too few companies have either untrained or poorly trained front line sales people or customer service reps that have no clue to calming a customer on the war path. Get Sales Blog Updates. Generating Referrals. Sales Videos.

Hiring 318

Hiring Customer Social Media Loyalty 318

Jeffrey Gitomer

AUGUST 10, 2011

definitive answers to this age-old sales barrier: Still have questions for me? Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. Dont let your next sales meeting suck! I’m about to share 2.5 Ask me on my F acebook page today. Share this Post. SO TRUE Thanks!

Hiring 297

Hiring Training Social Media Loyalty 297

No More Cold Calling

JULY 7, 2015

Guest blogger Ken Thoreson tells how to grow your referral networks. After all, networking is one of the most important marketing best practices for a sales professional. After all, networking is one of the most important marketing best practices for a sales professional. Which fit your vertical focus?

Referrals 120

Referrals Networking Cold Calling Marketing 120

DiscoverOrg Sales

MAY 24, 2017

Do ask for referrals – and use them. Nothing is more valuable than a referral from one CIO to another. These referrals will get you in the door. Don’t be afraid to miss a sales meeting. No, I don’t mean blow off the sales meeting all together. CIOs really trust their network.

Account Based Marketing 264

Account Based Marketing Decision Maker Referrals Vendor 264

No More Cold Calling

NOVEMBER 23, 2017

Land and Expand with Referrals. Are your sales reps running around in circles chasing leads that will never pan out? Account based sales development shouldn’t be that tough. When account based selling teams prospect through referrals, all their sales leads are qualified. They gain access to decision-makers.

Lead Generation 125

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 125

No More Cold Calling

SEPTEMBER 18, 2014

A new research study unlocks the key to using social media for sales. Is it just another term to check off your buzzword bingo card at the next sales meeting you attend? You bet, and it’s critical to increasing B2B sales effectiveness. Read “ PowerPoint Is Killing Your Sales Presentation.”). Social engagement.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Jeffrey Gitomer

AUGUST 3, 2011

Filed Under: Attitude , Customer Loyalty , Generating Referrals , Sales Tagged With: attitude training , building trust , establishing trust , gitomer , how to sell , Jeffrey gitomer , jefrrey gitomer , sales leadership , sales skills. Get Sales Blog Updates. Generating Referrals. Sales Management.

Hiring 268

Hiring Training Social Media Loyalty 268

No More Cold Calling

JANUARY 3, 2013

And she even mentions my favorite topics—relationships and referrals. As you think about social selling, you need to ask: Are marketers doing the referral building in a sales territory or with an individual rep’s social networks? Are marketers doing the sales research before calling on prospects?

Social Media 271

Social Media Social Selling Media InsideView 271

Jeffrey Gitomer

MAY 22, 2011

Tweet Share At the corporate sales meetings where I give presentations, I am often asked to participate in giving out sales awards. Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. Dont let your next sales meeting suck! See Jeffrey Live! Hire Jeffrey.

Hiring 291

Hiring Social Media Loyalty Incentive 291

No More Cold Calling

SEPTEMBER 30, 2011

They are your best source of new business and your most treasured Referral Source. Commit to Building Your Referral Business: You get the meeting with your decision-maker when you receive a referral introduction. You shorten your sales process, ace out the competition, and gain a new client more the 70% of the time.

Referrals 240

Referrals Hiring Decision Maker Social Media 240

No More Cold Calling

NOVEMBER 17, 2011

Employ a referral-sales strategy and you’ll close business on more than 50 percent of your sales meetings. The secret to building a solid sales business? That’s nine meetings a week. It could be 10, but who wants to meet for breakfast on Monday morning? The Magic Meeting Number.

Referrals 195

Referrals Decision Maker Conference Networking 195

The Pipeline

APRIL 29, 2011

They’re not business referrals. Now that’s a qualified business referral. The best leads are those you receive through a referral. When you receive a qualified referral, you are pre-sold. Your sales time shortens. Get more referrals and get these results. It’s like dumping trash in our sales funnel.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

Jeffrey Gitomer

MARCH 22, 2011

Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. Dont let your next sales meeting suck! To learn more about the event, click here. Hope to see you there! Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->. Speak Your Mind Cancel reply. Categories. Select Category.

Hiring 251

Hiring Social Media Loyalty Networking 251

Jeffrey Gitomer

FEBRUARY 14, 2012

Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. Dont let your next sales meeting suck! Your belief, your attitude, and your passion in presenting your message makes it attractive enough to act upon. Want to learn more? Click here. Share this Post. Speak Your Mind Cancel reply.

Hiring 255

Hiring Social Media Loyalty Referrals 255

Jeffrey Gitomer

MAY 9, 2011

Want to learn ways to help cure sick sales? Here are the prime causes of sales slumps… [.]. Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. Dont let your next sales meeting suck! Look for my next blog post. Share this Post. Speak Your Mind Cancel reply.

Hiring 306

Hiring Social Media Cancellation Loyalty 306

Jeffrey Gitomer

AUGUST 15, 2011

Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. Dont let your next sales meeting suck! Speak Your Mind Cancel reply. Categories. Select Category. Customer Loyalty. Jeffrey Webinar. Leadership. Networking. Overcoming Objections. Presenting. Social Media. Uncategorized.

Remedy 334

Remedy Hiring Training Social Media 334

Jeffrey Gitomer

APRIL 29, 2011

For Hard Target, it’s not about sales – it’s about developing their business community and representing themselves like the pros they are. Click here to sign up for Ace of Sales today! Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. Share this Post. Categories.

iContact 284

iContact Hiring Social Media Loyalty 284

No More Cold Calling

MARCH 10, 2011

It means that you should employ alternate – more productive, successful – methods, such as networking and referrals. Kelley Robertson, author of The Secrets of Power Selling helps people master their sales conversations so they can win more business. Contact him at 905-633-7750 or Kelley@Fearless-Selling.ca.

Cold Calling 279

Cold Calling Company Gatekeeper Decision Maker 279

Jeffrey Gitomer

MAY 18, 2011

Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. Dont let your next sales meeting suck! .” This philosophy gives the advantage to someone else — your competitor. Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->. uswah says: June 19, 2011 at 3:50 pm.

Hiring 265

Hiring Lead Rank Lead Scoring Leads 265