Account based selling is an art, not a science. Attracting key accounts is the #1 challenge for account based selling teams. (No big shocker there, right?) Their charter is to land and expand within their named accounts while fending off substantial competitors and navigating an increasingly complex buyer landscape—while simultaneously coordinating an internal team to […]
America’s Leading Authority on Referral Selling
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.
Get Started With Referrals for Account Based Sellers
Get a consistent stream of qualified leads and impact both top- and bottom-line results.
Do You Have a Referral Program That Works?
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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
Does your sales team struggle to get referrals? Here’s why. When I read a checklist of account based sales development strategies that omitted referral selling, I asked the creator why. After a long pause, her response was, “I don’t know.” That sent me over the top. It also made me curious: Why is it that […]
Here’s what you might have missed from No More Cold Calling this month. Thirty-thousand is the number, and it’s not altitude. It has nothing to do with airplanes. It’s the number of views on my LinkedIn Status Update asking why referrals aren’t discussed as the #1 approach to smart prospecting. The responses got me thinking […]