Getting past the gatekeeper shouldn’t be so daunting. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? Because the process has gotten incredibly complicated, even though it can almost be a no-brainer. At most companies, the sales process is a balancing act that doesn’t always work so well. It starts […]
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Master referral selling and put your company above your competition. Not many are doing it! Adopt this powerful “hidden secret” and build your sales pipeline without ever cold calling.
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Give Your Account Based Sales Team Their Ticket to the C-Suite—a Referral System
Sales leaders complain that their account based sales teams don’t get enough qualified leads, their pipelines are fluff, gatekeepers block their access to the C-suite, and the sales process is way too long. Leadership can’t count on accurate forecasts when pipelines are unqualified. Big problem.
Your current lead generation approaches are useless when your account based selling team goes up-market or to the enterprise. You know referrals are the best way to attract new clients and expand business within existing client companies. But do you have a strategic, systematic referral program with real metrics to drive accountability and results? The vast majority of sales organizations don’t, and they’re missing out.
Want to drive your sales needle off the charts and outsmart the competition? With a steady stream of referral introductions, your team will score meetings with prospects in one call, while the losers are still clicking keys and trying to identify decision-makers. Best of all, referral sellers convert 70 percent of prospects into clients. (No, I didn’t make that up.)
In the age of digital dependence, it’s easy to forget that relationships rule in sales—always have and always will. How do you scale relationships? With referral selling.
Ready to give your account based sales team a referral program that scales? Call me at +1 415-461-8763 or email email@example.com
Street smarts or book smarts—which is better for sales? We only hired college graduates, or so I thought. So, when the president of my company hired a Sales VP without a degree, I challenged him. He said that Craig, the new VP, had the sales leadership experience we needed, and that a degree, in this […]
Describe your ideal client. Does everyone know your ideal client profile? That’s the question I asked more than 500 sales pros. Only 25.31 percent answered yes. That means three-quarters of account based sales teams have failed to complete the first step in asking for referrals—making it clear who they want to meet. If people don’t […]