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

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

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. Too many sales pros chase the bright, shiny social media stuff rather than doing the tough strategic thinking needed to optimize a referral selling system.

Referrals 279

Referrals Top of Funnel Account Scale 279

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. It’s also yet another example of the power of referrals.

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

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. Referral selling is the most personal kind of selling on the planet.

Referrals 265

Referrals Account Cold Calling Social Media 265

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. Think again!

Guarantee 233

Guarantee Referrals Prospecting Lead Generation 233

No More Cold Calling

FEBRUARY 28, 2019

Why didn’t he think to ask for referrals? I’ve heard for years that people forget 70 percent of what they learn in a professional training class within 24 hours of the event. The takeaway for sales leaders: Next time you invest in expensive training, lock in that learning with pop quizzes. That’s a rhetorical question.

Referrals 233

Referrals Lead Gen Social Media Cold Calling 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 Sales Qualified Lead Cold Calling 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. Asking for referrals is personal. Surprised?

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

They cut advertising, travel, training, marketing, and discretionary expense line items. They take an internal focus, instead of recognizing that lead generation—referral lead generation in particular—is their ticket to the C-Suite. April Referral Selling Insights] appeared first on No More Cold Calling.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

No More Cold Calling

JULY 13, 2021

A referral is the best way to get a meeting with the decision maker. Referrals help you ace Part One and set you up for success in Part Two. That’s an over-simplification, I know, but it’s the easiest way for people to understand the power of a referral introduction. Part Two: Everything that happens after that.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

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. That’s the power of referral selling. Referral selling is a complete shift.

Referrals 177

Referrals Sales Qualified Lead Hiring Face-to-face 177

No More Cold Calling

JULY 29, 2021

Don’t even think about training your sales team on closing the deal. And that’s referral leads. When you source referrals from trusted colleague and clients, you: . How can you generate more hot leads with referrals? Register for my Referral Selling Insights and gain access to the 14-question Referral I.Q.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

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

No More Cold Calling

APRIL 3, 2020

They cut advertising, travel, training, marketing, and discretionary expense line items. They take an internal focus, instead of recognizing that lead generation—referral lead generation in particular—is their ticket to the C-Suite. (Or Well, here it is … Commit to Building Your Referral Business. Save Money. Reduce Costs.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

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

JULY 1, 2018

Sales leaders have forgotten about their most powerful prospecting tool to get leads without cold calling : referral selling. Referrals offer the biggest competitive advantage of any sales tool out there, and yet most teams aren’t using referral selling as the primary prospecting method. That’s a fact. Yes and no.

Cold Calling 180

Cold Calling Referrals Sales Qualified Lead Lead Rank 180

Score More Sales

MAY 1, 2017

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. I saw a question this week in a sales community on LinkedIn. Three days had gone by, and only one of the companies had reached out to him.

Sales Leadership 200

Sales Leadership Training Company Referrals 200

No More Cold Calling

JULY 25, 2024

They train with unparalleled rigor. When they do provide sales training, it’s often done in a vacuum—without reinforcement, coaching, accountability linked to KPIs, and practice—which makes that initial effort a waste of time and money. And it takes more than a few hours of training to master new sales skills.

Referrals 334

Referrals Cold Calling Coaching Incentive 334

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

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. But not referral sellers. The effectiveness of referrals is well-recognized. The Power of Transferred Trust.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

JANUARY 23, 2020

Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. 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

Sales 2.0

JULY 17, 2019

I graduated from Wharton’s MBA program in 1993 and had no sales training at all. Since then I’ve sold millions of dollars of technology and services, run my own sales outsourcing and training company, grown a digital agency and pioneered a new approach to selling now known as “social selling”. Don’t be a plonker. Doing some math.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

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?! One strategy that avoids these issues altogether is to create a referral program within your company.  Referrals were hit and miss. Everyone gets inbound referrals.

Referrals 133

Referrals Top of Funnel Closing Strategy 133

No More Cold Calling

JUNE 15, 2017

Referrals might be your silver lining. We were thought leaders; we had visibility; and the client loved our solution for advanced sales training. While I’d been working so hard to seal the deal, the other company had developed the advanced sales training it previously lacked. But there’s one I’ll never forget.

Account 257

Account Referrals Sales Qualified Lead Lead Generation 257

No More Cold Calling

OCTOBER 20, 2016

Sure, they provide “training,” but training without reinforcement, coaching, accountability, and practice is a waste of time and money. When sales leaders ask about the duration of my referral program , I reply that it’s 90-plus days, including the initial skills building and then ongoing follow-up and practice.

Referrals 120

Referrals Cold Calling B2B Follow-up 120

No More Cold Calling

APRIL 26, 2018

Price isn’t an issue with referral business. We’ve trained our buyers to expect discounts and that everything is negotiable. Prequalify with Referrals. One frequently overlooked aspect of sales negotiations is the impact of a referral. With referral introductions, you get personally connected to your ideal clients.

Negotiation 237

Negotiation Referrals Lead Qualification Discount 237

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 ? The Business Case for a Referral Program.

Referrals 120

Referrals Strategy Scale Decision Maker 120

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

JANUARY 14, 2021

And they wouldn’t have that problem if they knew how to get referrals. On each live episode, I’ll cover a digestible topic (mostly regarding referrals) in just 15 to 30 minutes. When you receive referral introductions from people your prospects know and trust, they (and their gatekeepers) will happily take your call.

Gatekeeper 265

Gatekeeper Cold Calling Referrals Telemarketing 265

SBI Growth

JULY 22, 2013

Training your sales team how to social sell will immediately improve your sales pipeline. 84% of decision makers begin their buying process with a referral (source: Edelman Trust Barometer). Sales people get referrals more often through Linked In. Book a social selling training in three weeks. Plan out the next 60 days.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

No More Cold Calling

DECEMBER 17, 2015

But when sales organizations put referral programs in place, reps don’t need to jump through hoops to get meetings. Because they have referral introductions from their prospects’ trusted colleagues, they always receive a call back. It’s the one-call referral meeting! The Problem with Your Referral Program.

Referrals 120

Referrals Meeting Scale Cold Calling 120

No More Cold Calling

NOVEMBER 3, 2016

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). This is particularly true when it comes to asking for referrals , which even seasoned sales professionals find intimidating without regular practice. Practice Giving Referrals.

Referrals 120

Referrals Selling Skills B2B Cold Calling 120

No More Cold Calling

AUGUST 3, 2017

And they’re not asking for referrals. Did the leads come from your website, SDRs , your marketing team, a webinar you conducted, trade shows, or referrals from trusted colleagues? You’ll be poised for additional business—both from your satisfied customers as well as their referrals. It’s also way off the mark. Save your money.

Account 220

Account Closing Sales Qualified Lead Referrals 220

No More Cold Calling

JANUARY 4, 2018

Your referral training has forever shaped much of what our company teaches today. Wishing you a happy and healthy 2018, and a year filled with great referrals. Invite Joanne to speak at your event, and your team will learn how to get referral introductions that fill their pipelines with nothing but hot, qualified sales leads.

Referrals 287

Referrals Cold Calling Social Media Sales Qualified Lead 287