That bright, shiny object might be rustier than you think. If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. Trends mean nothing unless you include your buyer in your research. Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you […]
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?
Take our 14 Yes/No question Referral I.Q. Quiz and find out how you measure up.
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
Don’t believe everything you hear about women. Women don’t speak up, don’t apply for jobs unless they meet 100 percent of the requirements, go unnoticed, and lack confidence. That’s why more of us haven’t broken through the glass ceiling yet. At least that’s what we’ve read in article after article. I’ve even written about how […]
Top sellers don’t wait. At least 57 percent of the buying process is complete before buyers ever contact your company. If you believe this widely quoted but ill-advised statistic, your lead generation techniques are doomed from the start. Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for […]