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

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

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. I was working for a global consulting and training firm. I was blown away.

Referrals 257

Referrals Sales Qualified Lead Lead Gen Ideal Customer Profile 257

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

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 22, 2018

Check out my NEW online sales training course on LinkedIn Learning. Time to make my introductory referral program accessible to as many sales organizations as possible. Then a colleague suggested LinkedIn Learning, a new platform for online sales training. How a referral guarantees a one-call meeting.

Referrals 97

Referrals Closing Cold Calling Lead Generation 97

MTD Sales Training

OCTOBER 23, 2017

I have seen and heard tons of techniques and tricks on how to ask for referrals from your customers. I am going to make this short and sweet, because asking for referrals from your clients should be a natural and comfortable act and not some slick technique. The whole problem is in the way you THINK about asking for referrals.

Referrals 238

Referrals ACT Education Consumer 238

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

APRIL 6, 2017

Think a referral system is easy? That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. And it only works if you have a referral system in place to ensure sales reps ask for referrals every day. The business case for referral selling is loud and clear.

Guarantee 233

Guarantee Referrals Prospecting Lead Generation 233

No More Cold Calling

JUNE 29, 2019

Why it’s important to train from the trenches. From now on, I am going to make it a fixed rule that no unit, from the time it reaches this theater until the war is won, will ever stop training.”. I also learned about the intense training that our allied troops underwent and the critical importance of ongoing training.

Referrals 222

Referrals Social Media Cold Calling Sales Qualified Lead 222

No More Cold Calling

APRIL 20, 2017

Let’s set the record straight: Most everyone on your sales team has call reluctance—whether they’re cold calling or asking for referrals. I use the referral system I developed 20 years ago. One of my first corporate sales jobs was with a global consulting and training firm. Surprised? But then I remembered ….

Cold Calling 249

Cold Calling Referrals Sales Qualified Lead Promotion 249

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

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? Big problem! The Solution?

Referrals 177

Referrals Sales Qualified Lead Hiring Face-to-face 177

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

No More Cold Calling

JULY 25, 2024

Rusty sales skills won’t win the gold. It’s the same for your sales team. If you want this to be a game-changing year, it’s up to the CRO to make skills-building and practice a requirement, an integral part of your culture, and a major component of your sales strategy. They train with unparalleled rigor.

Referrals 334

Referrals Cold Calling Coaching Incentive 334

MTD Sales Training

AUGUST 24, 2017

How confident do you feel in asking for referrals ? Add A Link To A Form On Your Website For Referral Submissions. You can inspire confidence in your referral sources by letting them know that 80% (or whatever) of your business comes from repeat customers. . Offer A Referral Commission. Inspire Confidence. Happy Selling!

Referrals 189

Referrals Ideal Customer Profile Small Business Small Business 189

No More Cold Calling

DECEMBER 30, 2021

The most valuable business relationships that salespeople have are those with our clients—the people who know our value, give us repeat business, and provide us with referrals to other great clients. How do I ask for a referral from customers I haven’t spoken with in two years?” Why You Can’t Automate Referral Leads.

Referrals 194

Referrals Small Business Small Business Cold Calling 194

Score More Sales

MAY 1, 2017

I saw a question this week in a sales community on LinkedIn. A member was looking for a referral for sales management training. What struck me hard was that he said he’d reached out to four companies who offer sales management training services.

Sales Leadership 200

Sales Leadership Training Company Referrals 200

No More Cold Calling

OCTOBER 17, 2019

That might sound like a pipe dream, but I assure you, with my referral selling virtual workshop series, it’s not. In other words, now’s the time to be asking for referrals. Your Competitive Advantage: A Referral Introduction. Your biggest competitive differentiation is you with a referral introduction. We all do.

Referrals 39

Referrals Cold Calling Cost per Acquisition Sales Qualified Lead 39

No More Cold Calling

APRIL 26, 2021

Referral sellers have been relationship-building their way through the pandemic. If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. But not referral sellers.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

JULY 1, 2018

Every sales rep asks that question, and surveys of sales leaders confirm that getting leads in the pipeline is their top challenge. Sales leaders have forgotten about their most powerful prospecting tool to get leads without cold calling : referral selling. attain quota, and about 65 percent of sales reps in Europe do so.

Cold Calling 180

Cold Calling Referrals Sales Qualified Lead Lead Rank 180

No More Cold Calling

JUNE 15, 2017

Referrals might be your silver lining. I have been in B2B sales so long that I’ve probably forgotten more deals than I remember. It was 20 years ago, when I was working as an account-based sales rep , and I lost the biggest deal of my career. I called Nancy and told her I’d like to take her to lunch and ask her for referrals.

Account 257

Account Referrals Sales Qualified Lead Lead Generation 257

No More Cold Calling

JANUARY 23, 2020

Successful sales execution requires more than sales technology. Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. Because it doesn’t actually help with sales execution. Joanne, the challenge is always in the execution.”

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

No More Cold Calling

APRIL 26, 2018

Price isn’t an issue with referral business. Sadly, that behavior continues in sales negotiations today. We’ve trained our buyers to expect discounts and that everything is negotiable. 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.

Negotiation 237

Negotiation Referrals Lead Qualification Discount 237

Sandler Training

FEBRUARY 8, 2022

The referral generation process we are about to share with you can transform your month, your quarter, your year, and your career. Step 1: Pick Your Referrers. Identify five people, five centers… The post Four Powerful Steps for Generating Referrals appeared first on Sandler Training. Practice it!

Referrals 129

Referrals Prospecting Training Social Selling 129

Alice Heiman

MARCH 7, 2023

If a referral closes up to 70% of the time, why are we spending most of our effort on strategies that close less than 1% of the time?! A typical B2B sales strategy relies on Sales Development Reps (SDRs) making cold calls or cold emails to try to set up an appointment for an Account Executive (AE) to deliver a sales pitch.

Referrals 133

Referrals Top of Funnel Closing Strategy 133

No More Cold Calling

JUNE 19, 2014

When you receive referral introductions from people these executives know and trust, your prospects (and their gatekeepers) will happily take your call. Learn more about the power of referral selling from some of this month’s blog posts: Forget B2C or B2B—Focus on H2H Instead. Sales Alchemy]: Turning a “No” Into a “Yes”.

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

Sales 2.0

JULY 8, 2022

Meanwhile most high tech companies accept this level of productivity in their sales departments. It can be a critical step in filling your sales pipeline with great opportunities. Sometimes that need is something your product can address and hence a sales opportunity is created. Do you know how you help?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

SBI Growth

JANUARY 18, 2014

Sales people quit when they lose confidence. This is the group that keeps sales leaders up at night. As the head of sales you need to retain them and improve their performance. As the head of sales you need to retain them and improve their performance. The problem is that sales people are losing confidence.

Buyer Persona 303

Buyer Persona Referrals Ideal Customer Profile Buyer 303

No More Cold Calling

JULY 21, 2016

Referral selling not working for your team? Think you can just tell sales reps to go ask for referrals? Your Referral Sales Strategies Are Missing Something. Referrals don’t just happen, at least not at scale. Why do you need disciplined referral sales strategies ? Here’s what you’re missing!

Referrals 120

Referrals Strategy Scale Decision Maker 120

SBI Growth

JULY 21, 2013

The sales field is suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. Customers are suffering.

Top of Funnel 335

Top of Funnel Marketing Decision Maker Infusion 335

Janek Performance Group

OCTOBER 1, 2021

On a scale of 1-10, how critical are referrals to your business? The Facts About Referrals: The average business spends 5x more on trying to acquire new business than on generating referrals from existing clients. Does this data change your perspective on how critical referrals are to your business?

Referrals 118

Referrals Scale Influencer Lead Rank 118

No More Cold Calling

OCTOBER 20, 2016

Why is it that companies spend tons of money on client events, company celebrations, sales incentives, and work-life balance perks like childcare, but then they skimp on investing in building permanent, repeatable sales skills for their teams? That’s when the pushback begins: They can’t spare that much of their sales reps’ time.

Referrals 120

Referrals Cold Calling B2B Follow-up 120

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." In the guide you will learn: Make the number with the remaining sales people you have. Sales VPs consistently have hiring freezes placed on them.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

No More Cold Calling

JANUARY 25, 2018

Sales leaders must take the rap. We used to hire account based sales reps, indoctrinate them with product knowledge and a smattering of business culture, and give them a few lead generation tools. Clients tell me not much has changed, except that companies now give account based sales reps a desk, a computer, and a password.

Account 272

Account Hiring Lead Generation Face-to-face 272

No More Cold Calling

NOVEMBER 3, 2016

Ensure your sales team makes time to practice these critical prospecting strategies. You probably started with a tricycle (very safe), then got a bicycle with training wheels (safe), which you eventually dropped for a free ride (not so safe). B2B sales reps don’t get good overnight either. Practice Asking for Referrals.

Referrals 120

Referrals Selling Skills B2B Cold Calling 120